Exam 18: Personal Selling and Sales Promotion

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions, or to compare

Michelle works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see infomercials on TV and call to order the product. Michelle is considered a(n)

Sales force objectives are generally established for

Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

Decisions regarding sales promotion do not affect advertising decisions.

Aaron Epstein tells his fellow retail salesperson at Zales Jewelers that during the second quarter he is going to sell all the Alance watches he can and use his extra earnings to go to Cancun. He exclaims, "Can you believe the ____ program they have on for this quarter?"

Identify and describe several ways to motivate sales personnel.

You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new sales trainees. You are a strong believer in using a structured approach to personal selling.Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first? ​

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response.

To increase sales of Chex cereals, Ralston Purina offered a free pound of bananas to customers who bought the large-size box. This form of sales promotion is called a

The ____ stage of the personal selling process is when the salesperson asks the prospect to buy the product.

Scenario 18.2 Use the following to answer the questions.The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and J.C. Penney's, through its own salesforce. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the U.S. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials which demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the salesforce will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over. -Refer to Scenario 18.2. Kerry and the other salesforce members are best described as a ____ sales force.

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

When Levi's agrees to pay JC Penney's money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi's jeans, Levi's is offering

After compiling a list of potential customers, a salesperson must

Identify and discuss some of the key objectives in using sales promotion.

Explain how a salesperson's performance can be evaluated.

​Which of the following statements is true about salespeople? ​

Most marketers depend on one-sale customers for long-run survival.