Exam 16: Sales Promotion and Personal Selling

Paul Metzger is a headhunter--a specialized employment agent.For every client he places,Metzger receives a finder's fee equal to 10 percent of the client's first-year salary.This finder's fee is paid by the hiring firm and represents his entire pay.This is an example of a straight salary system.

The goal of sales promotion (regardless of what form it takes)is usually:

The maker of Serta mattresses gives away a stuffed sheep with every purchase of a new mattress.The sheep 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 College Entertainers.To _____,the student members might agree to pay lodging and travel expenses in return for the entertainer reducing his or her fees by $100.

Raul earns a 20 percent commission on every sale he makes to supplement his base income of $20,000.This is an example of a straight commission system.

The set of steps a salesperson goes through to sell a particular product is called the:

Co-branded credit cards are use used in conjunction with:

For which of the following products would its producer be more likely to choose personal selling rather than advertising or sales promotion to market it?

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

A(n)_____ is a statement of sales objectives,usually based on sales volume.

Consultative selling:

When compared to other forms of promotion,personal selling:

Which of the following would NOT be a target for a trade sales promotion offered by Science Diet pet food?

A trade allowance is a price reduction offered by retailers to customers who are buying homogeneous shopping goods.

Relationship selling is typically used to sell industrial type goods,such as oil drilling equipment.

AutoFry is the leading manufacturer of ventless deep fryers for supermarket deli and food service operations.It has developed a new high-capacity fryer.The company has decided to purchase a mailing list of thousands of food service managers and to send out brochures with a detachable card that the managers can use to request more information.AutoFry is involved in:

Personal selling offers several advantages over other forms of promotion.List four of these advantages.

All salespeople who work for Lennox Industries are paid a percentage of their individual sales,and there is no guaranteed minimum pay.Lennox uses a(n)_____ plan.

The first step in the personal selling process is sales lead generation.Define lead generation.Then explain why referral is a superior method for generating leads.

If a company needs more salespeople but cannot afford to hire until cash flow improves and sales increase,it would be best for the company to: