Exam 16: Personal Selling and Sales Promotion

Research suggests that the best salespeople possess four key talents: intrinsic motivation,a disciplined work style,the ability to close a sale,and,most important,the ability to build relationships with customers.

At Deck Decor,a manufacturer of outdoor furniture and accessories,the marketing and sales force objectives are to grow relationships with existing customers and to acquire new business.Which of the following compensation plans should management establish to encourage the sales force to pursue both of these objectives?

Ken Klein is a Superior Frozen Foods salesman responsible for customers in the southwest region of Texas.Superior Frozen Foods most likely uses a territorial sales force structure.

Salespeople should be trained to recognize ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.

How do e-learning centres help salespeople make sales?

Today,most salespeople are well-educated,well-trained professionals who work to build and maintain long-term customer relationships by listening to their customers,assessing their needs,and organizing the company's efforts to solve customer problems.

A-1 Pharmaceuticals requires new salespeople to receive training through seminars,sales meetings,and e-learning sessions before meeting customers.The program used by A-1 is typical for companies that rely on skilled and knowledgeable salespeople.

Explain how the workload approach helps companies set sales force size.

________ provide social occasions,breaks from the routine,chances to meet and talk with "company brass," and opportunities to air feelings and identify with a larger group.

Manufacturers direct more sales promotion dollars toward final consumers than toward retailers.

A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process

Which consumer promotion tool requires consumers to send a proof of purchase to the manufacturer?

Toro ran a clever preseason promotion on some of its snow blower models,offering some money back if the snowfall in the buyer's market area turned out to be below average.This is an example of a(n)________.

Describe some of the methods used to supervise salespeople and help them work more efficiently.

Jazz's company is supported by many levels of sales management positions in specific geographical areas.This is an example of which of the three typical types of sales force structures?

The sales force at Messimer Computing recently began telemarketing and web selling.How will telemarketing and web selling most likely benefit Messimer Computing?

What is the follow-up step of the selling process? Why is it important?

Geri is a part of a sales team that frequently travels to call on customers in the field.What is this type of salesforce called?

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople need special training in how to deal with customer objections.

One of team selling's pitfalls is that salespoeple who are used to having customers all to themselves may have trouble learning to work with and trust others on a team.