Exam 18: Personal Selling and Sales Promotion

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 ____.

Which of the following is least likely to be directly involved in actually making sales?

Effective motivation of a sales force is best achieved through

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

To increase sales of Chex cereals,Ralston Purina offered a free pound of bananas to customers who bought the large-size box.This form of sales promotion is called a

The final stage of the selling process is

Explain the major issues to consider when developing a sales training program.

Use the following to answer the questions. Jafrum,Inc.is a wholesale supplier of motorcycle accessories,clothing,and tools to various motorcycle retail stores around the country.Jafrum does not manufacture these items,but sells them to other retailers and also sells its merchandise through its website.Sean Thompson is one of the salespeople for Jafrum,and is responsible for obtaining new customers,increasing sales to current customers,and visiting the retail stores throughout the country.Recently,he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers.Sean's current compensation is based on a $1,000 per month draw,plus 5% of all sales over $100,000.His salary last year totaled $42,000.Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales,but no draw. -Refer to Scenario 18.1.Sean has narrowed his list and is preparing a packet of information about Jafrum and its products to send to the prospects.He also includes a letter of introduction and says he will contact them within the next two weeks to set up a sales visit.In this scenario,Sean is all of the following except

Which of the following is an example of a trade sales promotion method?

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.

Signs,counter pieces,racks,and self-service cartons are all forms of

During the personal selling process,a salesperson,if possible,should handle objections when

Which of the sales force compensation methods is easy to administer,yields more predictable selling expenses,and provides sales managers with a large degree of control over salespeople?

In the cold canvass technique,the salesperson calls on potential customers without their prior consent.

Doug Browton travels around to various established customers to see what new office supplies they need.His customers have come to depend on him to check their supplies.Doug is a(n)

Fraudulent usage,inability to attract potentially brand-loyal customers,and use by current customers but not new customers are believed to be disadvantages of which of the following?

Merchandise allowances are generally used in conjunction with high-volume,low-profit items.

As a promotional strategy,using coupons strives to achieve all of the following except