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Exam 17: Personal Selling and Sales Promotion

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Question 1

Multiple Choice

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Any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

A) trade sales promotion method.
B) point-of-purchase material.
C) consumer sales promotion method.
D) merchandise allowance.
E) dealer loader.

F) A) and C)
G) A) and B)

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Question 2

Multiple Choice

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Nate is preparing to evaluate one of his sales representatives, Julie Hill. His evaluation of her performance for the prior year led to his conclusion that she often lacked key product information at sales presentations. At their upcoming session, he will most likely do which of the following?

A) Decrease the size of her territory.
B) Increase her sales quotas.
C) Terminate her.
D) Recommend that she attend a training program.
E) Ignore this problem given that her sales results were good.

F) A) and D)
G) A) and B)

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Question 3

Multiple Choice

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Refer to Scenario 17.1. Sean has narrowed his list and is preparing a packet of information about Jafrum and its products to send to the prospects. He also includes a letter of introduction and says he will contact them within the next two weeks to set up a sales visit. In this scenario, Sean is all of the following except

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n)

Vicky is hiring sales representatives for her insurance company. As she tries to attract and retain top-quality salespeople, which of the following is least likely to affect the decisions of potential hires?

A dealer loader is

Salespeople should know the sales objectives of the firm in order to know what they are expected to accomplish.

A salesperson will be better able to determine the prospect's specific needs by

Discuss the major factors to consider when designing sales territories.

Scenario 17.2 Use the following to answer the questions. The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and J.C. Penney's, through its own salesforce. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the U.S. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials which demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the salesforce will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over. Refer to Scenario 17.2. Kerry and the other salesforce members are best described as a ____ sales force.

Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.

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

Scenario 17.2 Use the following to answer the questions. The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and J.C. Penney's, through its own salesforce. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the U.S. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials which demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the salesforce will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over. Refer to Scenario 17.2. Presto appears to be using ____ to educate its sales force.

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n)

Generally, sales promotion attempts to influence consumers to purchase products but is not normally aimed at resellers.

Explain the major issues to consider when developing a sales training program.

The two groups of order takers in personal selling are

Which of the following is a reason why the use of sales promotion has increase dramatically?

Which of the following statements is true about salespeople?

Ruby works as a salesperson and spends most of her time focusing on existing accounts, calling people to follow up on previous sales to see if they are interested in making an additional purchase. Ruby's job function is best described as