Exam 19: Personal Selling and Sales Promotion

Identify and discuss the general steps in the personal selling process.

Identify and describe several ways to motivate sales personnel.

Assisting the producer's customers in selling to those customers is the major purpose of which type of salesperson?

Most people who purchase rebated products actually apply for the rebates.

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them before the prospect has an opportunity to mention them.

Carlos generally makes cold calls on businesses to look for new prospects.He has many satisfied customers,but like many salespeople,he does not frequently utilize one of the best ways to find new prospects,which is through

To increase sales of Chex cereals,Ralston Purina offered a free pound of bananas to customers who bought the large-size box.This form of sales promotion is called a

Two major categories of sales promotion methods are consumer and trade.

Scenario 19.1 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 19.1.Sean is developing his list of potential new retail customers by accessing the yellow pages online.Here he finds the contact information for every motorcycle store in the 48 contiguous states,and eliminates those who currently are his customers.Sean is involved in which step of the personal selling process?

Savanna is a sales person for Aeropostale.Her compensation is based on a set salary plus a commission based on sales.Savanna's compensation is based on a(an)

Tyler is a purchasing agent for Kellogg's.He is currently negotiating with his suppliers to receive a _______,which is a temporary price reduction to resellers for purchasing specified quantities of a product.

The use of sampling is declining.

Demonstrations in retail stores are not used widely because they are expensive.

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.

Sales promotion activities are generally used in conjunction with other promotional efforts.

Which of the following is an example of a trade sales promotion method?

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections,it is called

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

The salesperson must attract and hold the prospect's attention,stimulate interest,and spark a desire for the product during the

The greatest amount of responsibility for providing customer satisfaction falls on the shoulders of