Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

As part of their preparation,many salespeople prepare sales scripts;that is,a step-by-step set of lines that can be used in a selling situation.A script typically comprises four parts: (a)the questions,(b)the presentation,(3)the objections,and (4)the close.A well-written script acts as a blueprint for the sales presentation.The major advantage of sales scripts is that they help salespeople get over dead spots in the sales presentation and ensure that they won't be caught out by unexpected twists and turns.These scripts can be refined and modified as the salesperson gains experience and many salespeople gradually develop stock sets of words and phrases that are designed to elicit specific customer responses. Devise a sales script for the sale of bottled drinking water for a commercial office environment.

The goal of sales motivation is to encourage salespeople to ________ and energetically towards salesforce goals.

The growing use of sales promotion has resulted in ________.

Manufacturers may offer a(n)________ in return for the retailer's agreement to feature the manufacturer's products in advertising or display.

Though web-based technologies are useful selling tools,it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have lower staff turnover and higher salesforce performance.

Cash-back offers or ________ involve the consumer sending labels that the manufacturer exchanges for money.

Manufacturers direct more sales promotion dollars toward ________ than to ________.

In which step of the sales process can salespeople now take advantage of technologies such as DVDs,handheld computers,interactive white boards and laptop computers to show customers images that support the salesperson's verbal message?

Which of the following is NOT a source of information used by salespeople to generate leads?

A major national communications company has increased its inside salesforce.This will help its outside salesforce in all EXCEPT which of the following ways?

Which of the following is NOT a pitfall or disadvantage of team selling?

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Which of the following is NOT one of the four basic types of compensation plans?

A used car dealer splits the market into 10 sales regions.Within each of those regions,the company maintains two sales teams-one for servicing existing customers and one for prospects.What type of salesforce structure is it using?

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

'Follow-up' is the last step in the selling process,when the salesperson follows-up after the sale to ensure customer satisfaction and ________ business.

A company has 1000 Type-A accounts,each requiring 28 calls per year,and 2200 Type-B accounts,each requiring 15 calls per year.If each salesperson at the company makes 1500 sales calls per year on average,approximately how many salespeople will be needed?

'Personal selling' is the interpersonal component of the promotion mix.