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

A salesperson sells classified ads for a newspaper targeted to plastic manufacturers around the world.When she searches for new companies who might be interested in buying ads in her newspaper,she is ________.

________ is the step in the selling process when the salesperson meets and greets the buyer,in order to get the relationship off to a good start.

A(n)________ quota states the amount the salespeople should sell and how sales should be divided among the company products.

'Personal selling' plays a major role in most companies.

Kellogg's Nutri-Grain breakfast cereal is the major sponsor of the annual Australian Iron Man competition.The brand uses the tag line 'Nutri-Grain - Iron Man Food'.Throughout the competition,Kellogg's provides complementary breakfasts for athletes.This is an example of which type of sales promotion?

According to the textbook,salespeople only spend around ________ per cent of their time engaged in active selling.

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

POP promotions include displays and demonstrations that take place at the point-of-sale.

In order to win and keep accounts,most companies want their salesforce to practice ________ selling.

Salesforce management includes setting salesforce objectives;designing salesforce strategy;and recruiting,________,training,compensating,supervising and evaluating the firm's salespeople.

When customers submit their name to a drawing or 'lucky draw',this is called a ________.

The step in the selling process that poses the most difficult challenge for many salespeople,simply because they lack confidence,feel guilty about asking for the order,or fail to recognise the right moment to close the sale is ________.

Briefly outline market indications for the following types of salesforce structure: a. territorial salesforce structure b. product salesforce structure c. customer (or market )salesforce structure

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________.

________ is the step in the selling process when the salesperson tells the product 'story' to the buyer,showing how the company's offer solves the customer's problems.

________ ________ is one of the oldest professions in the world.

The qualities that buyers value most in salespeople include empathy,honesty,dependability,thoroughness,follow-through and ________.

Companies are always looking for ways to increase active selling time.All of the following are ways to save time to accomplish this goal EXCEPT which one?

A ________is a form of sales promotion that requires a customer to submit an entry that will be judged by a panel for the opportunity to win cash or prizes.