Exam 16: Personal Selling and Sales Promotion

Explain what is meant by a complex sales force structure.

A customer service representative is an individual representing a company to customers by performing one or more of the following activities: prospecting,communicating,selling,servicing,information gathering,and relationship building.

Today's sales forces are also ramping up their use of ________,from proprietary online customer communities to webinars and even Facebook,and YouTube applications.

Why do most companies now use team selling to service large,complex accounts?

A product demonstration that occurs in a grocery store or a department store is an example of a point-of-purchase promotion.

As a result of Canada's National Do Not Call List,telemarketing is now rarely used.

On average,active selling time accounts for________ percent of total working time.

The CEO of Comfy Carpet,Rick Hadley,was skeptical about web-based training until his sales manager explained that online training is ________.

Stahl Inc.has 1000 Type-A accounts,each requiring 28 calls per year,and 2200 Type-B accounts,each requiring 15 calls per year.If each salesperson at Stahl Inc.can make 1500 sales calls per year,approximately how many salespeople will be needed?

Why might a company need to hire both an inside and an outside sales force?

Which consumer promotion offers consumers the chance to win something by presenting them with an item such as a scratch-off card or a bingo number ?

The workload approach to set sales force size is outdated.

Commissions or bonuses that a salesperson receives from a company are categorized as the ________ of his/her compensation.

Which of the following involves marking a reduced price directly on a product's packaging and often results in the stimulation of short-term sales?

Provide the seven steps in the selling process.What would be the two most difficult steps for most salespeople and why?

What type of company would be likely to use the territorial sales force structure?

When there is two-way,personal communication between salespeople and individual customers,either in person,by telephone,or through web conferences this is called________________.

The sales force of CDW Corporation,as described in the opening scenario,develops strong relationships with customers as part of the ________ stage of the selling process.

An IBM sales representative is giving a product demonstration to a Best Buy representative.Assisting with the demonstration are an engineer,a financial analyst,and an information systems specialist.If IBM wins the Best Buy account,then all four IBM representatives will service the Best Buy account.This is an example of ________.

MegaCo Loaders Incorporated is adopting the team selling approach to service large,complex accounts because ______________________________.