Exam 16: Sales Promotion and Personal Selling

Boxes of Kraft macaroni & cheese contain information on how consumers can receive a free apron that looks like the box by mailing the proofs-of-purchase from five boxes of microwaveable Kraft macaroni & cheese to the manufacturer.The apron is an example of a premium.

The final stage of sales management is evaluating the effectiveness and performance of the sales force.

Ramas Llewelyn sells display shelving used in retail stores.He is using _____ to get his sales leads.He is asking his current customers for the names of other retail operations that might be interested in buying his company's shelving..

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.If Digital Cookware offered the sales associates for a chain of cooking stores a bonus for each digital skillet they sold,it would be an example of:

Guilden Corporation has instructed its new salesperson that she is responsible for selling 5 display cases with infrared heating capability per week,plus calling on 5 current and 10 potential customers.These objectives comprise her:

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.The company's first task is to define its exact sales promotion objective.If the goal of the company is to persuade customers to buy its brand of skillet as opposed to one of the skillets made by its competition,it should:

When a salesperson asks for the sale,he or she is:

_____ is marketing communication activities in which a short-term incentive is offered to induce the purchase of a particular good or service.

As part of the needs assessment,the consultative salesperson must learn everything there is to know about:

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Because of the high costs of coupons and their disappointing redemption rates,marketers of packaged-goods are:

_____ sales promotions are targeted toward the ultimate consumer market.

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 Marketplace gives the entertainers and the agencies that represent entertainers an opportunity to engage in:

Which of the following is NOT an example of a point-of-purchase 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.Personal selling is important in the computer industry because: