Exam 16: Sales Promotion and Personal Selling

Packaged-goods marketers such as Kellogg's and Betty Crocker have cut the use of coupon distribution due to:

A salesperson engaged in needs assessment is engaged in:

Harland & Wolff in Belfast,North Ireland,makes ocean-going vessels.(It was the company that manufactured the Titanic.)Last year its primary customer was the U.S.government.You would expect Harland & Wolff to rely on _____ to promote its vessels.

When Darrell purchased a five-pound bag of 9 Lives cat food,he received a free can of the manufacturer's new gourmet cat food.The can of cat food is an example of a:

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.Technology Advancement is providing training to computer firms in:

A _____ is a written document or professional presentation that outlines how a company's product will meet or exceed the client's needs.

A new salesperson generally does not receive training in:

In traditional selling,more time is spent _____ than in relationship selling.

WonderRoast makes rotisserie units for supermarket delicatessens.Its salesperson is demonstrating to a deli manager and her employees how easy it is to load and unload chicken in its Model 302 rotisserie.This is the _____ stage of the sale.

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 Digital Cookware.Why might a rebate be a really good sales promotion for Digital Cookware to use?

Sales promotions are primarily short-term incentives.Immediate purchase is usually the goal of sales promotion.

Trade sales promotions support a(n)_____ strategy.

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._____ is the identification of those firms and people most likely to buy Kraft products.

To qualify a sales lead,a salesperson must identify who in an organization has the authority to buy the product and must close the sale with that individual.

_____ is a process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow member sin professional or civic organizations.

One of the major advantages to using point-of-purchase promotions is:

Which of the following is NOT typically a responsibility area for a sales manager?

Consultative selling is also called relationship selling.

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.When some of the entertainers visit campuses,they give free t-shirts to people who came to see them perform.These t-shirts are examples of:

You are the sales promotion manager for Vita-Balls,a new children's vitamin that is designed to be chewed like gum.Your company uses a pull strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for Vita-Balls.