Exam 16: Sales Promotion and Personal 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 The Entertainment Book.American Airlines' Distribution of the Entertainment Books is an example of that company's_______.

Devone Kanudsky,the junior salesperson for NU-VU Food Services Systems,has been given a list of phone numbers for all the food service managers in his state.Kanudsky has been instructed to call each number on the list and see if the respondent is interested in buying a NU-VU pizza/bread baking system.George is:

The final selling duty for most successful salespeople is closing the sale.

Which of the following statements about contests and sweepstakes is true?

The sales proposal and the sales presentation:

Eli Tillotson represents the DEL Medical Systems Group.He is currently talking to three veterinarians' offices to try to convince them to order his company's new universal x-ray machine.Tillotson is engaged in personal selling.

Which of the following statements about the relative amount of time spent in the selling process for different types of salespeople is true?

Which of the following statements does NOT describe an advantage personal selling has over other forms of promotion?

When Moise purchased a VTech wireless mobile phone,he was able to mail in a proof-of-purchase and his cash register receipt to receive a check from VTech for $20.Moise received 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 Digital Cookware.Which of the following trade sales promotions would be inappropriate for Digital Cookware to use?

Which of the following statements about online sales promotions is true?

You are responsible for sales promotion for a new brand of low-carb dairy products for people who are trying to lose weight.You need to introduce a new product to supermarket managers and owners,attract and identify new store contacts,and test market the response to your new product.Which type of trade promotion would most likely help you reach your objectives?

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.The entertainers and agency representatives engage in _____ in the Marketplace.

What are the tasks in the sales management process?

Salespeople should view objections as requests for information.

Tate sells coffee machines to offices.He is trying to conclude the sale of a large coffee machine at the headquarters of a large management consulting company.He finally offers them free delivery and 8 coffee grinders at half price if the consulting firm representative agrees to purchase 8 systems from Tate--one for each of its regional offices.Tate is using a closing technique called:

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.Mallory,a junior salesperson for Kraft,has been given a list of all grocery retailers in her state.She has been instructed to call each number on the list and see if the respondent is interested in stocking several new Kraft product lines.Mallory is:

How are "webinars" used in personal selling?

Which of the following statements does NOT characterize the traditional personal selling approach?

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.The entertainers' showcases are examples of: