Exam 16: Sales Promotion and Personal Selling

For a powerful sales presentation,salespeople must do all of the following EXCEPT:

Salesperson Tami Hravian's products are liked by her clients.These clients give Hravian names of others who may also like her products.Hravian is using cold calling to generate leads.

The two types of sales promotion are:

Fiona is a sales associate at a store that sells new and used videos and DVDs.Recently she was given a CD of the music from Vanity Fair to encourage her to suggest customers buy this movie.The CD is an example of:

SCENARIOS Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion. -Refer to Technology Advancement.Which of the following statements does NOT describe an advantage personal selling can provide the computer companies?

You are the sales promotion manager for the Pal-o-matic,an automated pallet dispenser used in grocery warehouses.Your company uses a push strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for the Pal-o-matic.

Which of the following is NOT an example of a trade sales promotion?

SCENARIOS Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion. -Refer to Kraft Foods.Each Kraft sales team is given a statement of his or individual sales objectives,usually based on sales volume.This is called a(n):

Jefferson Smurfit Company is a multi-billion-dollar supplier of packaging materials.One of its salespeople rearranged production schedules at 3 different plants to satisfy an unexpected demand for boxes from General Electric.The salesperson's actions is typical of the company's sales philosophy and indicates an emphasis on

Point-of-purchase promotions work best for:

Mountain Valley Springs Company,a producer of bottled water,sells a highly standardized product to consumers all over the United States.You would expect Mountain Valley Springs to rely on _____ to promote its product.

Trianka Patel has recently started a mailing service in a region that is showing tremendous industrial growth.Her business has the capability to print,fold,insert,and mail all types of letters.Her customers include 3 local retailers,a small university,and a regional cable television provider.She needs more customers and plans to spend one day per week visiting businesses and introducing her services.Patel is engaged in:

In relationship selling,salespeople focus more time on generating leads than on qualifying leads.

_____ is direct communication between a sales representative and one or more prospective buyers,for the purpose of making a sale.

What should the consultative salesperson do when the prospect says,"Does that mean your product is 10 percent slower than your competitor's?"

SCENARIOS Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non-chefs.The skillet has a display on its handle that beeps to alert the cook when the pan's target temperature is reached.The skillet with the aid of an accompanying cookbook will take much of the guesswork out of cooking.Digital Cookware is a small company,and it has invested considerable money in developing this new technology,which it eventually hopes to use in an entire line of pots and pans.It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows.It needs a quick infusion of cash to maintain its current operational level and to develop the rest of the cookware line.Digital Cookware is considering some kind of sales promotion. -Refer to The Entertainment Book.The restaurants that offer coupons in the Entertainment Book are hoping to appeal to which of the following types of buyers?

Before approaching the customer,a salesperson should learn as much as possible about the prospect's organization and its buyer.This process is called sales acculturation.

If management not only desires to provide its sales force with an incentive to sell but also wants control over other nonselling activities,the best compensation plan would be:

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Hewlett-Packard offered $25 to individual Office Depot salespeople for each HP Laser Jet printer they sold.The $25 is push money.