Exam 18: Personal Selling and Sales Promotion

Carlos generally makes cold calls on businesses to look for new prospects. He has many satisfied customers, but like many salespeople, he does not frequently utilize one of the best ways to find new prospects, which is through

On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

When determining the characteristics desirable in salespeople, the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

Discuss the purpose of coupons in sales promotion.

A salesperson should try to close the sale

Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

When deciding on sales promotion methods to employ, marketers take several factors into consideration. Which factor below is unlikely to affect decisions regarding sales promotion methods?

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

Stacey's client group has been gradually shrinking and she is looking for new prospective clients. She has decided to spend a couple of days approaching potential customers without any prior consent. Stacey's method of approach is known as

Developing a list of potential customers is called prospecting.

You are an experienced and very successful sales rep for a major consumer products company. You are having lunch with a group of newly-hired sales reps who just got their assigned sales territories. This is a very ambitious group of new hires which is evidenced by the fact that they offered to buy you lunch if you would let them pick your brain about successful sales tactics.Which of the following personal selling success tips will you share with the new hires? ​

Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n)

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n)

In the cold canvass technique, the salesperson calls on potential customers without their prior consent.

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.

Sometimes retailers are offered temporary price reductions for purchasing specified quantities of a product. These offers are used to provide an incentive to handle a new product, to achieve a temporary price reduction, or to stimulate the purchase of an item in large quantities. What is this sales promotion?

​You are a senior analyst in the worldwide sales and finance group at an auto parts company that is based in Detroit, Michigan. Your boss has given you a project to answer the following questions: $\bullet$ How many sales calls must the company make per year to effectively serve its customers? $\bullet$ What is the average number of sales calls each sales rep in the company makes in a year? Based on this project request, what element of the sales force management process is your boss focused on? ​

The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied.