Exam 17: Personal Selling and Sales Promotion

Brittany is a sales representative with CDW,an information technology reseller.She is a specialist for the education market and contacts her customers who are typically information technology directors for K-12 schools and higher education.Her territory includes the entire United States and she is able to have flexible hours since some days she may arrive early to contact customers on the East Coast or stay late if she's contacting customers in the Mountain or Pacific time zones.Her company has a proprietary phone technology system which provides names and contact information of leads and current customers so Brittany can make the most of her sales calls and be more productive.She typically makes 20 to 25 dials an hour and on average is able to speak with 2-3 individuals each hour.She was initially surprised at her ability to connect with customers and create relationships through her phone conversations and has created trust-based relationships over time.Her customers value her advice and opinions because she understands their needs,has expertise in the products and services she represents and always seeks to meet their needs.Brittany's position is best categorized as a(n)________ channel position.​

Creative selling mainly deals with maintaining existing business with customers.

In the sales process,a person who not only needs a product,but has the resources and authority to purchase it,is a(n):

_____ is a personal selling function that involves identifying potential customers.

Match each item with the correct statement below. -A(n)_____ is an item given free or at a reduced cost with purchases of other products.

The role of a sales representative in the promotion process has changed from that of persuader to that of a:

A salary is a payment tied directly to the sales or profits that a salesperson generates.

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

_____ refers to the postsale activities employed by salespeople that determine whether an individual who made a recent purchase will become a repeat customer.

Julia noticed that her favorite shampoo is being packaged in a slightly larger bottle for the same price as the standard size bottle.This is an example of a:

What is cold calling? How can a salesperson make a successful cold call?

After determining that a prospective customer is a good candidate to actually make a purchase,the salesperson will want to gather as much information about the customer as possible.This step in the sales process is known as:

Match each item with the correct statement below. -_____ is a type of personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customer's needs.

An important advantage of personal selling is that it gives the customer the opportunity to try a product before making a purchase.

A manufacturer wants to increase purchase rates of his product and reward those consumers who make multiple purchases.He decides to use a consumer-oriented sales promotion that has an expiration date and requires the purchaser to submit a proof of purchase.Which sales promotion will the manufacturer use? ​

​It's often less expensive to attract new customers than to market different products to existing customers.

Which of the following can be classified as a creative approach to over-the-counter selling?

Most firms that use a customer-oriented organizational structure to strengthen their relationship with the largest customers adopt:

Push money refers to cash incentives paid by manufacturers to wholesalers to stock new products.

As a new salesperson,you are concerned with how your decisions will affect your customers,your sales team,and your company.You notice that many of your workmates accept gifts and perks from clients,even though that practice is frowned upon by management and discouraged according to what you have read in the handbook.Some colleagues have been reprimanded for accepting gifts from customers just in the short time you have been with the company.What will be your focus regarding ethical business practice? ​