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Exam 18: Personal Selling and Sales Promotion

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Question 101

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Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

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Question 102

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Scenario 18.2 Use the following to answer the questions. The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and JCPenney, through its own sales force. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the United States. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials that demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the sales force will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over. Refer to Scenario 18.2. Which of the following are consumer sales promotion methods that Presto is using for the new stovetop grill?

A) Television commercials and the customer contest
B) Television commercials and the in-store rebate
C) The customer contest and the in-store rebate
D) The sales force contest and the in-store rebate
E) The sales force contest and the customer contest

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Question 103

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Scenario 18.1 Use the following to answer the questions. Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw. Refer to Scenario 18.1. Currently, Sean's compensation is based on the ____ plan; however, he is considering changing to the ____ plan.

Explain how a salesperson's performance can be evaluated.

Which of the following is an example of a trade sales promotion method?

Demonstrations in retail stores are not used widely because they are expensive.

Generally, consumer sweepstakes are more popular than consumer contests.

Listening on the part of a salesperson is a major component in making a presentation.

In the cold canvass technique, the salesperson calls on potential customers without their prior consent.

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Personal selling goals include finding prospects, convincing prospects to buy, and

Locating prospects, educating customers, and building goodwill are functions performed by support personnel.

As Quaker Oats tries to decide how to introduce its new line of breakfast bars, it considers all the advantages and disadvantages of the various consumer sales promotion methods. After careful consideration, Quaker Oats decides to use ____, which are the most widely used form of consumer sales promotion.

A salesperson will be better able to determine the prospect's specific needs by

Jordan is a sales manager for a wholesale auto parts company. To motivate his sales force to increase their sales to retailers, he has created a(n) _____ where he will give the salesperson with the most dollar sales in the next month a two-night stay at a nearby resort hotel.

Kayla is the owner of a group of women's clothing stores located throughout the Midwestern United States. Recently, she made a large purchase from a leading clothing manufacturer, and was given ____, which is a gift to a retailer who purchases a specified quantity of merchandise.

Maximization of selling time and minimization of non-selling time are the major goals of routing and scheduling decisions.

As a promotional strategy, using coupons strives to achieve all of the following except to

You are an experienced and very successful sales rep for a major consumer products company. You are having lunch with a group of newly hired sales reps who just got their assigned sales territories. This is a very ambitious group of new hires, which is evidenced by the fact that they offered to buy you lunch if you would let them pick your brain about successful sales tactics. Which of the following personal selling success tips will you share with the new hires?

Which of the following is not true when making the sales presentation?