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Exam 17: Personal Selling and Sales Promotion

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Question 21

True/False

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

A) True
B) False

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Question 22

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Retailers are offered temporary price reductions for purchasing specified quantities of a product. These offers are used to provide an incentive to handle a new product, to achieve a temporary price reduction, or to stimulate the purchase of an item in large quantities. This type of sales promotion is called .

A) push money
B) buy-back allowance
C) buying allowance
D) cents-off offer
E) money refund

F) A) and E)
G) C) and D)

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Question 23

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

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.

The use of sampling is declining.

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

Identify the major features of effective sales force compensation plans.

Sporadic recruiting is more desirable than continuous recruiting because of the expense involved in the process.

Sales objectives can do all of the following except:

Which of the following is the best example of a well-stated sales objective?

Michelle works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see infomercials on TV and call to order the product. Michelle is considered a(n) :

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during:

Regardless of one's experience, firms always put new employees through a training program geared for their specific firm.

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years?

Scenario 17.2 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 J.C. Penney through its own sales force. Kerry Wilson is one of Presto's salespeople, who is responsible for stores headquartered in Region 1 of the U.S. 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 which 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 17.2. Which of the following consumer sales promotion methods is Presto using for the new stovetop grill?

Among others, management recruits from within the firm or from recommendations of individuals by current employees.

Which of the following best characterizes the function of recruiting and selecting a sales force?

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Cooperative advertising refers to advertisements promoting a product and identifying participating retailers that sell the product.

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about: