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Exam 18: Personal Selling and Sales Promotion

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Question 21

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Developing a list of potential customers is called prospecting.

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Question 22

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

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Question 23

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

Developing a list of potential customers is called

Relationship selling is used especially in consumer marketing.

Scott Bartello,a salesperson for Xerox,develops a list of potential customers and evaluates them on the basis of their ability,willingness,and authority to purchase copy machines.This process is called

A major disadvantage of personal selling is that it

A missionary salesperson is usually employed by

When better market conditions prevail or when company growth occurs,a company may suffer if it

On a break between classes,Kelley Macon selects two magazines and mails the Publishers Clearing House entry form.She doubts that she will win $10 million,but she never passes up a chance to participate in a

The primary goals of personal selling are finding prospects,convincing prospects to buy,and keeping customers satisfied.

The use of sampling is declining.

While anticipating objections and countering them before they are asked is a good idea,one negative consequence of doing so is that the salesperson may

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.Sean selects several motorcycle stores who are not currently his customers.He then obtains and analyzes information about the current brands of motorcycle accessories they stock,their sales trends,and credit history.Sean is engaged in which of the following?

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

A single salesperson may perform the functions of order getting,order taking,and support.

Sales promotion activities are always supplementary to personal selling and advertising.

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Wal-Mart.This form of sales promotion is called a(n)

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

Closing the sale is not a part of the sales presentation in which hidden objections are discovered.