Exam 18: Personal Selling and Sales Promotion

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

A temporary price reduction to resellers for purchasing specified quantities of a product is

Which of the following involves building mutually beneficial long-term associations with a customer-usually a business customer-through regular communications over prolonged periods of time.

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets.Jana would best be classified as a(n)

Which of the following best characterizes the function of recruiting and selecting a sales force?

Retail salespeople are classified as

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

The stage of the personal selling process in which the salesperson attempts to make a favorable impression,gather information about the customer's needs and objectives,and build a rapport with the prospective customers is called

Jennifer Clarkson,a sales representative for a publisher of college textbooks,had the southern half of the state as a sales territory.Last year,the director of marketing for the publishing company told Jennifer's sales manager to increase her territory to the entire state.Now Jennifer's customers are less satisfied with the company.They are most likely to blame ____ for their reduced level of customer satisfaction.

When a manufacturer rewards retailers based on the number of pieces moved through their scanners,this sales promotion method is known as a

Sometimes retailers are offered temporary price reductions for purchasing specified quantities of a product.These offers are used to provide an incentive to handle a new product,to achieve a temporary price reduction,or to stimulate the purchase of an item in large quantities.What is this sales promotion?

Using referrals falls under the approach step in the personal selling process.

Maximization of selling time and minimization of nonselling time are the major goals of routing and scheduling decisions.

Creative selling,which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information,is performed by

Effective sales force motivation is achieved through a continual organized set of activities performed by the company's sales management.

A person who primarily seeks repeat sales is called a(n)

During his presentation to Mrs.French about a high-end gourmet oven,Brian asks,"Would you prefer black or stainless steel?" This is an example of a

Jose Suarez has been hired as sales manager at a new firm and is trying to come up with a sales force compensation method.He would like to have selling expenses relate directly to sales resources,an aggressive sales force,and minimization of nonselling tasks.What compensation method(s)would best fulfill his requirements?

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years.When he is informed that he must attend a training seminar the following Tuesday,he believes it will most likely be about

The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs,problems,and challenges.