Exam 16: Sales Promotion and Personal Selling

When compared to other forms of promotion,personal selling:

Often the task of lead qualification is handled by a telemarketing group or a sales support person who frees the sales representative from the time-consuming task by engaging in:

Unlike other sales promotion activities,the objective of a loyalty marketing program is to:

When Monique took her home-delivered Dade County newspaper out of its plastic bag,she found a small box of a Pepcid AC tablets in the bottom of the bag.The manufacturer of the new over-the-counter medication was using which form of sales promotion?

When California Closets offers to pay $50 to customers who buy closet storage units from the company,it is an example of a premium offer.

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

Personal selling becomes a more important promotional tool as product complexity and buyer risk increase.

You are responsible for sales promotion for VitaBalls,a vitamin in a bubble gum form.Your objectives are to encourage product trial and repurchase,encourage brand switching to your brand,and increase the amount of product purchased by current customers.You have used coupons in the past but found that many were sent to homes that were childless.To reach consumers who have an interest in your product,you may want to:

Schwinn Cycling and Fitness,Inc.,is offering a chain of sporting goods superstores a 20 percent discount on all Schwinn bicycles if the stores will run their own special promotion on the new Schwinn Paramount Titanium bikes.Schwinn is offering a:

A _____ is a cash refund given to consumers for the purchase of a product during a specific time period.

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 College Entertainers.Talent agents are typically paid 10 to 15 percent of the fees earned by the entertainers they represent.If the entertainer does not perform,the agents receive no money.For this amount of money,agents promote the entertainers,locate performing venues,engage in negotiation,and provide other similar services.This is the only money they earn from this relationship.Talent agents are typically paid a(n):

Sales departments have traditionally been organized by all of the following EXCEPT:

Trade sales promotions are popular among manufacturers because they do all of the following EXCEPT:

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.Sometimes the compensation plan alone is not enough to motivate a sales team to produce the volume of sales or the profit margin required by management.Which of the following can be used to further motivate a sales team?

The salespeople at Manitoba Supplies,Inc.,spend most of their time filling out information reports,calling on small customers,and dispensing product information.Because of these required activities,Manitoba should compensate its sales force using a:

The knowledge that most businesses depend on repeat sales is the basis of:

Seacrest Corp.makes equipment for moving and stacking merchandise in warehouses.It would like to reduce its employee turnover and offer some incentive to sell more volume.The company is considering various pay plans.You would recommend it use a(n):

A marketer who wants the greatest impact from a sweepstakes should offer one large prize rather than several smaller ones.

Which of the following is a key leadership trait for effective sales leaders?

The Pillsbury Bake-Off requires people to submit a recipe using Pillsbury baking products.Finalists are brought to Pillsbury kitchens to bake their recipes so the winner of the cash prize can be chosen.This is an example of a: