Exam 16: Sales Promotion and Personal Selling

_____ consists of determining which sales prospects have a recognized need,buying power,receptivity,and accessibility.

What are the seven steps in the personal selling process?

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.What is the sales promotion objective of the Entertainment Books and the companies that sponsor coupons in the books?

Lead qualification consists of determining whether a prospect has:

There are three basic compensation methods for salespeople.Name and define the three methods.Under what conditions might companies use each type of plan?

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

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 Technology Advancement.When John Cason began selling IBM computers,he used what he had learned at the training seminar and called friends,relatives,former business acquaintances,and former fraternity brothers to see if they were looking for new computer systems.This lead generation technique is known as:

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.One of the key areas of training provided by Technology Advancement Corporation involves post purchase customer satisfaction surveys.This is part of:

Which of the following statements about handling objections is true?

Whenever Hugo buys a 12-ounce soda at his nearby convenience store,he gets a stamp for the card that he carries in his wallet.When he has 8 stamps,he can exchange the card for a free soda.This is an example of a:

The most basic criterion for determining whether someone is a prospect for a product is:

Personal selling is more important than advertising and sales promotion if:

Why do some marketers offer rebates instead of price reductions to induce short-term sales?

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.Coupons would probably be an unsuitable sales promotion for this company because:

Meta Singh is expected to sell two surgical laser systems each month.This sales objective is an example of a quota.

Marketers find it much easier to evaluate the effectiveness of advertising than the effectiveness of sales promotions.

_____ structures for sales force are gaining popularity in today's competitive selling environment for companies who emphasize relationship selling.

Consumer sales promotion seeks to reach new users,keep current users,and entice users to stock up.It can also be used to reinforce advertising for the good or service.Name and define four popular consumer sales promotional tools.

Manufacturers use trade promotions because they help manufacturers gain new distributors,obtain intermediary support for consumer promotions,and improve trade relations.