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Exam 15: Personal Selling and Sales Promotion

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Question 31

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What concept explains that motivation depends on the expectations people have of their ability to perform a job, and how performance relates to attaining rewards they desire?

A) marketing theory
B) Maslow's hierarchy of needs theory
C) performance theory
D) expectancy theory

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Question 32

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What is a characteristic of a corporate culture that encourages ethical behaviour?

A) Salespeople focus on short-term or quick sales.
B) Management focuses only on sales and profits.
C) Open communication exists between employees and managers.
D) Management announces discounts on bulk sales to wholesalers.

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Question 33

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What were sales promotion techniques originally intended as?

When are sales promotions most effective?

Inside selling is another term for telemarketing.

The personal-selling situation in which the salesperson identifies the customer's problems and proposes a solution in the form of goods or services is known as creative selling.

Which of the following is among the sales manager's greatest challenges?

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 -states that motivation depends on an individual's expectations of his/her ability to perform a job and how that performance relates to attaining a desired award.

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 -A(n) _____ is a salesperson's initial contact with the prospective customer.

What skills do sales managers at higher organizational levels need?

Providing information and technical assistance without any guarantee of future sales is part of the technical support function, not the missionary sales function.

Jamie works for a credit union. Whenever a new customer opens a chequing account, Jamie makes sure to mention some of the other financial services the credit union offers. What is Jamie engaged in?

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 -Babylonians used the term "_____" to refer to the salesmen.

The criteria for sales evaluations have changed to include customer satisfaction, profit contribution, and customer retention as measures of success. What was this change motivated by?

What is the most expensive sales method overall?

A firm that assigns senior sales personnel to its largest customers is using a national accounts organizational structure

Assessment centres enable managers to see what potential sales people can do by using situational exercises.

Offering technical and operational assistance has become a significant part of missionary selling.

Phoning or visiting a customer without a prior appointment and making a sales presentation on the spot is referred to as cold-call selling.

Relationship selling focuses on building long-lasting relationships to increase future sales.