FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 17: Personal Selling and Sales Promotion

Show Answer

Share

---

All types

Filters

Study Flashcards

Question 81

Essay

Review LaterAdd Note

Review Later

What is the rationale for having sales force objectives, and how are they developed?

Correct Answer

verified

To manage a sales force effectively, sal...

View Answer

Show Answer

Question 82

Multiple Choice

Review LaterAdd Note

Review Later

Which of the following statements is not true about recruiting and training a sales force?

A) The source of recruits used by a manager depends on the type of salesperson required.
B) The more expensive steps of the selection process should occur near the end.
C) The sales manager should analyze traits of the firm's successful and ineffective salespeople.
D) Marketers agree on a generally accepted set of traits for being an effective salesperson.
E) Companies who want to reduce sales force turnover are likely to have a strict recruiting process.

Correct Answer

verified

Show Answer

Question 83

Multiple Choice

Review LaterAdd Note

After an increase in the usage of coupons during the economic downturn, the use of coupons has once again started to decrease. Aside from increased spending power, consumers indicate a primary reason for not using coupons is

Natalie is a sales representative with Nike. Tomorrow she will join with people from the firm's financial, engineering, and other functional areas to engage in the personal selling process. Natalie is engaged in

The purpose of the ____ stage in personal selling is to determine customers' problems and questions about using the product.

A straight commission compensation program ensures that selling costs will be predictable.

Scenario 17.1 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 17.1. Sean is developing his list of potential new retail customers by accessing the yellow pages online. Here he finds the contact information for every motorcycle store in the 48 contiguous states, and eliminates those who currently are his customers. Sean is involved in which step of the personal selling process?

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response.

Order getters are sometimes called creative sellers .

Which of the following statements is true about personal selling?

Effective motivation of a sales force is best achieved through

Order-getting activities are divided into two categories:

Which of the following involves building mutually beneficial long-term associations with a customer ⎯ usually a business customer ⎯ through regular communications over prolonged periods of time?

Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n)

Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n)

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation.

Yolanda's job is to find new customers for her company's telecommunication services. She encourages existing customers to add more services and finds customers who are completely new to the company. Yolanda would best be classified as a(n)

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling?

During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, "Would you prefer black or stainless steel?" This is an example of a

After compiling a list of potential customers, a salesperson must