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Exam 17: Personal Selling and Sales Promotion

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Question 41

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Match each item with the correct statement below. -_____ refers to marketing activities other than personal selling,advertising,and publicity that enhance consumer purchasing and dealer effectiveness.

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) push money
T) consultative selling

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Question 42

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Bailee recently joined a direct sales company as an independent contractor and earns 20% on product sales.She's excited about the opportunity to earn additional income by using social media to market her products to friends.Recently,she was a top 10 producer and sold $1000 in product which translates to an extra $200 in income for Bailee.The type of compensation Bailee receives from the company is called:​

A) ​commission
B) ​salary
C) ​quota
D) ​incentive

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Question 43

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Match each item with the correct statement below. -This personal selling technique works hand in hand with relationship selling _____ and involves meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale.

Due to intense competition in the market,present-day sales promotion techniques mainly focus on providing short-term incentives to customers in order to obtain a purchase.

Drew is a sales manager with Fastenal - an industrial distributor of supplies for manufacturing,facility managers,and other industrial customers.He currently supervises 7 people and is wondering the typical or optimal number of first-line sales representatives that he should supervise.Based on the text,what do you recommend as the optimal number for him to supervise?​

The first step in the sales process is to:

​As head of sales for your firm,one of your key supervision-related responsibilities is determining an optimal span of control.You consider all of the following factors except:

Match each item with the correct statement below. -_____ is a type of personal selling that relies on lists of family members and friends of a salesperson,who organizes gatherings of potential customers for an in-home demonstration of products.

Manufacturers pay a handling fee to retailers to help consumers redeem coupons at their outlets.

Brandi is an account executive with Wirtz Beverage,a wine and spirits distributor with an extensive catalog of brands.She typically meets with restaurants,bars and hotels to market her products and assists customers in developing their beverage menu to generate sales revenue and meet customer's needs.Recently,she had the opportunity to offer customers a great deal - if they ordered 5 cases of wine (assorted brands) ,they could receive the 6th case at 50% off retail.Wirtz Beverage offered this promotion in order to reduce warehouse inventory and shift inventory from their warehouses to the customer's business location.This is an example of a(n) :​

A2Z Microchips depends largely on outbound telemarketing for product promotion.Recently the organization was able to weed out busy signals and voice mail systems of its customers which doubled the number of calls made by its sales personnel.Which of the following technologies is A2Z using?

Business firms that market highly technical and complex products will have a specialized sales force for each major category of the firm's products.

You are the head of sales training for a major financial services firm in New York City.You are conducting a sales training class for a group of new trainees.You are a strong believer in using a structured approach to personal selling. Based on this information,which of the following personal selling process steps are you going to tell the trainees to perform first? ​

Team selling creates relationships between companies rather than between individuals.

Which of the following financial incentives is designed to give retailers discounts on goods?

Match each item with the correct statement below. -_____ refers to the number of sales representatives who report to first-level sales managers.

The most expensive sales method overall is:

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

A _____ is a payment tied directly to the sales or profits a salesperson achieves.

_____ is a sales task in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customers' needs.