Exam 13: Personal Selling and Sales Promotion 

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?

In consumer product companies such as P&G or Nike, the sales force works directly with customers.

How do companies use the workload approach to set sales force size?

Explain the difference between coupons and rebates using suitable examples.

How have social media tools most likely affected personal selling?

Many companies motivate their salespeople by setting sales quotas.

GE employs different sales forces within different product and service divisions of its major businesses. For example, within GE Infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products and technologies. GE has most likely adopted a _ sales force structure.

The Consumer Electronics Show (CES) is the largest trade show in the world. This annual event in Las Vegas is designed to help companies reach many prospects that are not reached through their sales forces.

Which of the following statements is most likely true of team selling?

Which of the following is a promotion tool used for trade promotions?

What is value selling? Explain its importance and requirements.

Which of the following statements is true of a product sales force structure?

In which step of the selling process does a salesperson or company identify qualified potential customers?

Sales force automation systems enable salespeople to profile prospects, forecast sales, and prepare expense reports.

Appliance maker Whirlpool assigns individual teams of salespeople to big retail customers such as Leon's Furniture, the Brick Warehouse, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a _ sales force structure.

Why is it beneficial for a firm to coordinate its marketing and sales efforts? What actions can a company take to bring its marketing and sales functions closer together?

Manufacturers provide allowances to retailers as compensation for advertising or creating special displays for their products.

Weekly or monthly work plans used by management to get information about salespeople are referred to as .

Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a sales force structure.