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Exam 17: Personal Selling and Sales Promotion

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Question 51

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Which of the following statements is true about salespeople?

A) They are often the knowledge experts for their firm.
B) They should always focus on the sale and not the relationship.
C) They should start selling as soon as they meet a new prospect.
D) They do not need to be experts on the benefits of their products.
E) They should not waste time focusing on competitors' actions.

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Question 52

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The approach step is an important step for gathering information about a buyer's needs and objectives.

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Question 53

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Mrs. Troy, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Drew Davis, a salesperson at Midtown Ford, was using a(n) ____ when he made this statement.

Which of the following is least likely to be directly involved in actually making sales?

After compiling a list of potential customers, a salesperson must

Developing a relationship on the first visit is becoming increasingly important in the _____________ stage of the personal selling process.

_____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

Doug is a sales representative for Staples. He works in a B2B environment trying to sell office supply products to offices. He works to build long-term associations with his customers by regularly communicating with them. He spends a lot of time listening to their needs and provides support after the sale. Which type of selling is Doug engaged in?

Developing a list of potential customers is called prospecting.

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Identify four consumer and four trade sales promotion techniques, and describe each one.

The most effective sales promotion efforts are highly interrelated with other promotional activities.

As sales manager Jerry is trying to find a way to determine optimal sales force size. He knows that one way is determining how many sales calls per year are necessary for the organization to serve customers effectively and then dividing this total by the average number of sales calls a salesperson makes annually. The other method is based on ________________, in which additional salespeople are added to the sales force until the cost of an additional salesperson equals the additional sales generated by that person.

One objective of consumer sales promotion techniques is to encourage patronage for a specific retail store.

Tom is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Tom feels he is ready for the ____ step of the personal selling process.

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

Jenny works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see ads in trade magazines and call to order the product. Jenny is considered a(n)

Doug Amerson leads his company's clients through the installation procedure of their new industrial equipment. He also helps answer their questions about product characteristics and system design both before and after their purchases. Doug is a

Current customers are sources of leads for finding prospective customers.

Paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called