Exam 18: Personal Selling and Sales Promotion

Heinz uses various techniques such as coupons,free samples,and consumer contests to encourage consumers to try its products.All of these marketing activities are considered

Tony tells his wife,Camilla,that his last sales call of the day at DuPont was a disaster.He explains that he never really figured out what the purchasing agent was looking for.Camilla,a sales trainer for another firm,hands Tony a book on

A ____ is a gift to a retailer who purchases a specified quantity of merchandise.

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Locating prospects,educating customers,and building goodwill are functions performed by support personnel.

Personal selling is generally the most expensive element in the promotion mix.

In recent years the proportion of promotional dollars spent on sales promotion has

Generally,consumer sweepstakes are more popular than consumer contests.

Personal selling goals include finding prospects,convincing prospects to buy,and

Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.

Training programs designed for experienced company salespeople generally are oriented toward product information.

Customer density and distribution are important factors in

Describe consumer sales promotion and trade sales promotion,and then explain how they differ.

____ are offers of cash to customers who purchase a specific product,and ____ are offers of cash to customers who purchase a specific quantity of a specific product.

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years?

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response.

Dorothy won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October.This contest exemplifies a company's efforts at

A sales representative for Coca-Cola travels to various restaurants to determine how much syrup the customer needs for the coming period.This sales representative would be classified as a(n)

Which of the following is particularly appropriate for pricey high-tech business products,such as jet aircraft and medical equipment?