Exam 18: Personal Selling and Sales Promotion

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. Presto's use of a free trip to New York is an example of , while the $5 discount to its retail stores is an example of .

(Multiple Choice)

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Question 161

Maximization of selling time and minimization of non-selling time are the major goals of routing and scheduling decisions.

(True/False)

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Question 162

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

(Multiple Choice)

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Question 163

Current customers are sources of leads for finding prospective customers.

(True/False)

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Question 164

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method. He would like to have selling expenses relate directly to sales resources, an aggressive sales force, and minimization of non-selling tasks. What compensation method(s) would best fulfill his requirements?

(Multiple Choice)

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Question 165

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

(True/False)

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Question 166

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

(Multiple Choice)

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Question 167

Buying allowances are effective promotional techniques because they result in profits for resellers.

(True/False)

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(92)

Question 168

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

(Multiple Choice)

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(78)

Question 169

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

(Multiple Choice)

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Question 170

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

(Multiple Choice)

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Question 171

Using referrals falls under the approach step in the personal selling process.

(True/False)

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Question 172

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

(Multiple Choice)

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(76)

Question 173

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

(Multiple Choice)

4.9/5

(85)

Question 174

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

(Multiple Choice)

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Question 175

Identify the major features of effective sales force compensation plans.

(Essay)

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Question 176

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

(True/False)

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Question 177

Effective motivation of a sales force is best achieved through

(Multiple Choice)

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Question 178

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. Presto appears to be using ____ to educate its sales force.

(Multiple Choice)

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Question 179

If possible, the salesperson should handle objections only when they arise.

(True/False)

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(65)

Question 180

Showing 161 - 180 of 208

Maximization of selling time and minimization of non-selling time are the major goals of routing and scheduling decisions.

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

Current customers are sources of leads for finding prospective customers.

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

Buying allowances are effective promotional techniques because they result in profits for resellers.

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

Using referrals falls under the approach step in the personal selling process.

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Identify the major features of effective sales force compensation plans.

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Effective motivation of a sales force is best achieved through

If possible, the salesperson should handle objections only when they arise.

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply-Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

Exam 18: Personal Selling and Sales Promotion

Maximization of selling time and minimization of non-selling time are the major goals of routing and scheduling decisions.

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of

Current customers are sources of leads for finding prospective customers.

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and

Buying allowances are effective promotional techniques because they result in profits for resellers.

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process? ​

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

Using referrals falls under the approach step in the personal selling process.

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

Identify the major features of effective sales force compensation plans.

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Effective motivation of a sales force is best achieved through

If possible, the salesperson should handle objections only when they arise.

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets Segmentation and Evaluation

Consumer Buying Behavior

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply-Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Pricing Concepts

Setting Prices

Filters

A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?