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Exam 18: Personal Selling and Sales Promotion

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Question 61

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A Frito-Lay driver who covers a geographic route of grocery stores taking orders, restocking shelves, and removing products past the expiration date is classified as a field salesperson.

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Question 62

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Companies should create and enforce corporate cultures that reduce the opportunity for sales representatives to engage in unethical behavior.

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Question 63

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Brandi recently began a new position as VP Sales for Otis Elevators, a large firm selling new equipment elevators for new construction, replacement elevators for existing buildings, and service contracts to maintain elevators. Otis Elevators sales representatives typically work closely with construction engineers and electrical contractors on new construction projects to determine the best placement and type of elevator to install to ensure efficient and safe operation. Which factor favoring the use of personal selling relates to this activity?

An approach is a salesperson's initial contact with the customer.

_____ refers to a personal selling approach in which customers comes to the seller's place of business to buy products largely on their own initiative.

In the sales process, a person who not only needs a product, but has the resources and authority to purchase it, is a(n) :

Which of the following statements is TRUE regarding sales promotion?

Crystal often watches HGTV and enjoys several shows including Fixer Upper, Property Brothers, and Design on a Dime. Recently, while watching one of her favorite shows, she saw an advertisement for the HGTV show house and visited the HGTV website to register for a chance to win the brand new home which included all furniture and appliances. HGTV is using _______ as a sales promotion tool.

Which of the following is true of personal selling?

​You sell a leading brand of speedboat. Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it. When dealing with them, you must pay particular attention to which step in the sales process?

Brad is a sales representative for a Kettle Chips and is preparing for a Super Bowl promotional campaign. He's contacting each of his grocery and convenience accounts with an opportunity to install an end-of-aisle display with graphics of the Super Bowl teams and a display of several varieties of chips. This is known as _____, a type of trade-oriented promotion.

Which of the following functions poses a great challenge to sales managers?

Jeff is the owner of Bayou Adventure in southeast Louisiana and sells a variety of fishing equipment for salt and fresh water fishing. Recently, Mike met with Jeff to discuss a new lightweight rod and reel that his company had developed. Jeff and Mike took a kayak and went out on the Lacomb Bayou to test the rod and reel. What stage of the sales process does this represent?

Closing, in which the salesperson asks the customer for a buying commitment, is the last step in the sales process.

In the _____ stage of the sales process, a salesperson describes a product's features and relates them to the customer's needs.

The effectiveness of a salesperson is measured entirely on the basis of the sales volume and profitability.

The first step in the sales process is to:

What are the typical first and last steps in the personal selling process? ​

Firms that market similar products throughout large areas often organize their sales forces:

Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card. The inscribed pens distributed by Kelly for her practice represent specialty advertising.