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Exam 15: Personal Selling and Sales Promotion

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Question 81

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How do firms that market similar products throughout large areas often organize their sales forces?

A) geographically
B) on a product basis
C) by types of customers
D) by specific accounts

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Question 82

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To be considered a qualified candidate, a potential customer must have both the resources and the authority to make purchase decisions.

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Question 83

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EZ2B Microchips depends largely on outbound telemarketing for product promotion. Recently the organization was able to weed out busy signals and answering machines of its customers which doubled the number of calls made by its sales personnel. Which technology is EZ2B using?

Discuss the different types of consumer-oriented sales promotions.

Match each item to the statement or sentence listed below. a.span of control b.field selling c.inside selling d.order processing e.virtual sales team f.team selling g.approach h.creative selling i.presentation j.sales promotion k.premium l.coupon m.network marketing n.cold calling o.expectancy theory p.over-the-counter selling q.missionary selling r.relationship selling s.peddlers t.consultative selling -Selling by phone, mail, and electronic commerce is known as _____.

Match each item to the statement or sentence listed below. a.span of control b.field selling c.inside selling d.order processing e.virtual sales team f.team selling g.approach h.creative selling i.presentation j.sales promotion k.premium l.coupon m.network marketing n.cold calling o.expectancy theory p.over-the-counter selling q.missionary selling r.relationship selling s.peddlers t.consultative selling -is selling at the wholesale and retail levels that involves identifying customer needs, pointing them out to customers, and completing orders.

Trade shows are an effective opportunity to introduce a new product, generate sales leads, and check out competitive activity.

Alpha Trendz, a clothing and apparel manufacturer, carefully studies information available on the Internet. It further checks computerized databases and trade show exhibits before launching its latest range of designer clothes. What stage of the sales process is the company in?

The organizational chart for a sales department can be developed based on geography, customer type, product classification, or a combination of all three.

What are some of the questions that should be answered during precall planning?

Push money is the cash incentives paid by manufacturers to industrial salespeople to increase sales.

Successful relationship selling is based on keeping prices low.

Precall planning involves making unsolicited sales calls on randomly selected prospects.

Which sales promotion has the highest response rate?

What is a sales promotion? Explain how a sales promotion can supplement other promotional activities.

What is increased when technology is used in order-processing tasks?

As companies cut back on the number of suppliers and demand higher levels of customer service, relationship selling is becoming less important in the personal-selling environment.

Dr. Fox is an dentist and has just moved to a new office. She knows that her patients are more likely to take home a toothbrush inscribed with her name, new address, and phone number instead of an ordinary business card. Which type of promotion is the toothbrush Dr. Fox chooses to purchase for her practice an example of?

Distinguish between salary and commission.

Sales quotas are the most effective way to motivate, compensate, and evaluate salespeople because quotas factor out subjective information that can bias an evaluation.