Exam 18: Personal Selling and Sales Promotion

When determining the characteristics desirable in salespeople,the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.

Michelle works for a company that sells rotisseries for chicken and other foods.She answers phone calls from customers who see infomercials on TV and call to order the product.Michelle is considered a(n)

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Order-getting activities are divided into two categories:

Sales objectives for individual salespeople can be stated in several ways.Which of the following would least likely be used for stating an individual salesperson's goal?

As Quaker Oats tries to decide how to introduce its new line of breakfast bars,it considers all the advantages and disadvantages of the various consumer sales promotion methods.After careful consideration,Quaker Oats decides to use ____,which are the most widely used form of consumer sales promotion.

The ____ stage of the personal selling process is when the salesperson asks the prospect to buy the product.

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops.Daphne would call herself a(n)

Garrett Almar tells a fellow buyer at Robins Wholesale Parts that the last salesperson who called on him before lunch was a real loser: "He has done a poor job of ____.He didn't even know what brands we carry or what types of retailers we service!"

All of the following are key areas of sales force management except

A salesperson finds and analyzes information about each prospect's specific product needs,current use of and feeling about brands,and personal characteristics during

Among others,management recruits from within the firm or from recommendations of individuals by current employees.

The difference between consumer sales promotion methods and trade sales promotion methods is

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 appears to be using ____ to educate its sales force.

Many consumers redeem coupons only for products they normally buy.

Generally,sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Identify and discuss some of the key objectives in using sales promotion.

If possible,the salesperson should handle objections only when they arise.

The missionary salesperson's primary purpose is to sell to the producer's customers.