Question 1

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Accepted Answer

The answer of Tremaine Hughes is a salesperson for Allied...

Question 2

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

Accepted Answer

A) its low costs. 
B) its ability to create long-term relationships with customers. 
C) the fact that it has a captive audience. 
D) its ability to create long-term relationships with intermediaries. 
E) the low monetary requirements.

Question 3

Discuss the customer and product conditions that suggest personal selling is more important than advertising and sales promotion.Give some examples of products for which personal selling would likely be the best tactic.

Accepted Answer

The answer of Discuss the customer and product conditions that...

Question 4

Shelby is a salesperson for Kohler,a company that sells plumbing fixtures.He has a prospect who is showing interest in learning more about his company's products,so now he must qualify this sales lead.What will Shelby do?

Accepted Answer

The answer of Shelby is a salesperson for Kohler,a company...

Question 5

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

Accepted Answer

A) Rebates are especially good at enticing purchases,but most consumers never bother to redeem them. 
B) A price reduction of this type would likely be an example of price discrimination. 
C) Rebates offer a more immediate reward than price reductions. 
D) Rebates have a much higher redemption rate than coupons. 
E) Rebates result in brand-loyal consumers.

Question 6

In relationship selling,salespeople focus more time on generating leads than on qualifying leads.

Accepted Answer

A) True 
 B)False

Question 7

With relationship selling,the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.

Accepted Answer

A) True 
 B)False

Question 8

A salesperson engaged in needs assessment does all of the following EXCEPT:

Accepted Answer

A) researching the industry. 
B) finding out about the competition. 
C) knowing everything there is to know about the customer and its needs. 
D) learning about the product or service. 
E) handling objections.

Question 9

_____,or prospecting,is the identification of those firms and people most likely to buy the seller's offerings.

Accepted Answer

A) Lead generation 
B) Lead qualification 
C) Customer mining 
D) Referral calling 
E) Cold calling

Question 10

Manufacturers prefer coupons over rebates,because most customers who are eligible for rebates actually collect them.

Accepted Answer

A) True 
 B)False

Question 11

Salespeople ensure that delivery schedules are met,that the good or service performs as promised,and that buyers are trained in the use of the product.All of these functions are part of _____,the final step in the selling process.

Accepted Answer

A) the preapproach 
B) closing 
C) lead qualification 
D) following up 
E) the sales presentation

Question 12

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 has 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 rebates be a really good sales promotion for Digital Cookware to use?

Accepted Answer

A) They are useful in building long-term relationships with customers. 
B) They can create a great amount of publicity. 
C) They create mutually beneficial relationships between the manufacturer and its customers. 
D) They are good at enticing purchases,but most rebates are not redeemed. 
E) They can be piggybacked with similar products.

Exam 18: Sales Promotion and Personal Selling

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

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

Discuss the customer and product conditions that suggest personal selling is more important than advertising and sales promotion.Give some examples of products for which personal selling would likely be the best tactic.

Shelby is a salesperson for Kohler,a company that sells plumbing fixtures.He has a prospect who is showing interest in learning more about his company's products,so now he must qualify this sales lead.What will Shelby do?

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

In relationship selling,salespeople focus more time on generating leads than on qualifying leads.

With relationship selling,the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.

A salesperson engaged in needs assessment does all of the following EXCEPT:

_____,or prospecting,is the identification of those firms and people most likely to buy the seller's offerings.

Manufacturers prefer coupons over rebates,because most customers who are eligible for rebates actually collect them.

Salespeople ensure that delivery schedules are met,that the good or service performs as promised,and that buyers are trained in the use of the product.All of these functions are part of _____,the final step in the selling process.