Exam 22: Managing Personal Communications: Direct and Database Marketing and Personal Selling

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from consistent quarterly bonuses and social pressure?

In the FABV approach, ________ describe the economic, technical, service, and social pluses delivered.

The fixed amount in a salesperson's salary is primarily designed to stimulate and reward efforts from salespeople.

US firms spend more on sales forces and sales force materials than on any other promotional method.

In IBM's BANT acronym, A stands for ________.

Why do companies use infomercials?

You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information. What kind of a compensation structure do you select for your sales representatives?

Roler Telecom, a leading mobile telephone operator in Asia, engages in aggressive marketing promotions. The company sends promotional messages to customers and makes promotional calls on a regular basis. However, these aggressive promotion efforts often irritate its customers. What could be the likely outcome of this?

Direct mail permits target market selectivity and allows early testing and response measurement.

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

In 2012, more than 20 percent of the total workforce worked full time in sales occupations, both nonprofit and for profit.

Which of the following sales positions is most likely to have fixed compensation?

Greta is marketing a product that is technologically advanced and requires a great deal of explanation. Which direct response tool should she use?

Market demassification has resulted in ________.

Identify the first step in the workload approach to establish sales force size.

Which of the following is the first step in the process of personal selling?

Briefly explain the various tasks that the salespeople of an organization perform.

Randi is most motivated when there is no ceiling or caps on her commissions, she can earn overachievement commissions for exceeding quotas, and benefits from prize structures that allow multiple winners. She is probably a ________.

What can you learn from John Smith from the sales report reflected in the table?

In which of the following stages of personal selling does a salesperson tell the product story to the buyer?