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Exam 18: Personal Selling and Sales Promotion

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Question 51

True/False

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Listening on the part of a salesperson is a major component in making a presentation.

A) True
B) False

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Question 52

Multiple Choice

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Olivia is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople.

A) Straight commission
B) Salary plus bonus
C) Salary and commission
D) Straight commission and combination
E) Straight salary

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

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Question 53

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A _____________ is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

At one time, Wheaties offered two free golf balls with the purchase of a twin pack of Wheaties cereal featuring Tiger Woods. This is an example of a

A television advertisement for Miracle-Gro lawn fertilizer indicates that the product is available at Kmart and Walmart. This form of sales promotion is called a(n)

Which of the following statements is true about sales promotion? ​

Before contacting prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called

A ___________ is an advertisement promoting a product and identifying the names of participating retailers that sell the product.

As a promotional strategy, using coupons strives to achieve all of the following except

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

Yolanda's job is to find new customers for her company's telecommunication services. She encourages existing customers to add more services and finds customers who are completely new to the company. Yolanda would best be classified as a(n)

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

Following up involves listening to a customer's response after finishing the presentation and overcoming those objections.

The two groups of order takers in personal selling are

Signs, counter pieces, racks, and self-service cartons are all forms of

____ are items offered free or at minimal cost as a bonus for purchasing a product.

Scenario 18.1 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 18.1. 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

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n)

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling?