Exam 18: Personal Selling and Sales Promotion

Tim has just finished compiling a list of potential customers and evaluating their ability,willingness,and authority to buy.He knows his next step in the personal selling process is to

The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

The preapproach is the first step in the personal selling process.

Some support personnel,such as trade salespeople,may perform order-taking functions in addition to support functions.

Sales force objectives are generally established for

The best advice for recruiting and selecting salespeople for one's organization would be

The step of the personal selling process in which a salesperson contacts a potential customer is called

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 is developing his list of potential new retail customers by accessing the yellow pages online.Here he finds the contact information for every motorcycle store in the 48 contiguous states,and eliminates those who currently are his customers.Sean is involved in which step of the personal selling process?

Generally,a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

Aaron Epstein tells his fellow retail salesperson at Zales Jewelers that during the second quarter he is going to sell all the Alance watches he can and use his extra earnings to go to Cancun.He exclaims,"Can you believe the ____ program they have on for this quarter?"

Most people who purchase rebated products actually apply for the rebates.

Sales promotion may facilitate personal selling.

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

Rick has reviewed a prospect's account and credit history,identified product needs,and gathered the appropriate literature.He feels he is ready for the ____ step of the personal selling process.

After compiling a list of potential customers,a salesperson must

While sales contests can motivate employees at all levels to participate,a disadvantage of this method of sales promotion is that

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them.However,she is directing much of her effort toward helping the retailers promote the products.She would be characterized as belonging to which group of salespeople?

A salesperson should try to close the sale

Stacey's client group has been gradually shrinking and she is looking for new prospective clients.She has decided to spend a couple of days approaching potential customers without any prior consent.Stacey's method of approach is known as