Question 1

Use the following to answer the questions.
The Presto Company manufactures several types of household appliances,including blenders,waffle makers,and home deep fryers.Presto sells its products to retail stores such as Kohl's,Macy's,and J.C.Penney's,through its own salesforce.Kerry Wilson is one of Presto's salespeople,and is responsible for stores headquartered in Region 1 of the U.S.Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup.Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting.The promotional plan for the next 60 days will include television commercials which demonstrate the new grill,in-store rebates,and a customer contest for the best grilled sandwich recipe.In addition,Kerry and other members of the salesforce will be given a free grill for their own home use so they can become more familiar with the product.Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores.To encourage the retail stores to push this product,Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over.
-Refer to Scenario 18.2.Presto's use of a free trip to New York is an example of ____,while the $5 discount to its retail stores is an example of ____.

Accepted Answer

A)   a trade allowance; a buy-back allowance
B)   a buying allowance; a dealer loader
C)   a dealer loader; a buy-back allowance
D)   a sales contest; a buy-back allowance
E)   a sales contest; a buying allowanceF) All of the above
G) B) and C)

Question 2

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

Accepted Answer

A)   a trade salesperson.
B)   a field order taker.
C)   a missionary salesperson.
D)   an order getter.
E)   a new business salesperson.F) B) and C)
G) None of the above

Question 3

Effective motivation of a sales force is best achieved through

Accepted Answer

A)   annual retreats at resort locations open to families.
B)   emphasizing sales force objectives and their connection to compensation.
C)   an organized set of activities performed continuously.
D)   motivation meetings when sales have declined.
E)   daily pep talks before the sales force makes sales calls.F) C) and D)
G) B) and C)

Question 4

Explain the major issues to consider when developing a sales training program.

Accepted Answer

The answer of Explain the major issues to consider when...

Question 5

Which of the following is least likely to be directly involved in actually making sales?

Accepted Answer

A)   Order taker
B)   Current-customer salesperson
C)   Order getter
D)   Field order taker
E)   Support sales personnelF) B) and D)
G) D) and E)

Question 6

Doug Browton 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)

Accepted Answer

A)   field order taker.
B)   current customer order getter.
C)   missionary salesperson.
D)   inside order taker.
E)   trade salesperson.F) C) and D)
G) A) and B)

Question 7

During the personal selling process,a salesperson,if possible,should handle objections when

Accepted Answer

A)   they arise.
B)   the salesperson begins the trial close.
C)   the sales presentation is approximately half completed.
D)   when the customer appears to be unhappy or agitated.
E)   when the salesperson begins the sales presentation.F) All of the above
G) D) and E)

Question 8

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Accepted Answer

A)   develop larger income potentials.
B)   have to work longer and harder to generate a certain sales volume.
C)   work about the same amount,since potential is the same.
D)   have much larger sales than those salespeople with smaller territories.
E)   be limited to a smaller income potential.F) A) and E)
G) A) and B)

Question 9

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.

Accepted Answer

A) True 
 B)False

Question 10

In the cold canvass technique,the salesperson calls on potential customers without their prior consent.

Accepted Answer

A) True 
 B)False

Question 11

Fraudulent usage,inability to attract potentially brand-loyal customers,and use by current customers but not new customers are believed to be disadvantages of which of the following?

Accepted Answer

A)   Sweepstakes
B)   Money refunds
C)   Frequent-user incentives
D)   Coupons
E)   PremiumsF) None of the above
G) B) and D)

Question 12

To increase sales of Chex cereals,Ralston Purina offered a free pound of bananas to customers who bought the large-size box.This form of sales promotion is called a

Accepted Answer

A)   premium.
B)   coupon.
C)   cents-off offer.
D)   free sample.
E)   money refund.F) A) and D)
G) A) and E)

Question 13

Which of the sales force compensation methods is easy to administer,yields more predictable selling expenses,and provides sales managers with a large degree of control over salespeople?

Accepted Answer

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

Question 14

Merchandise allowances are generally used in conjunction with high-volume,low-profit items.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is an example of a trade sales promotion method?

Accepted Answer

A)   Frequent-user incentives
B)   Point-of-purchase displays
C)   Retailer coupons
D)   Free merchandise
E)   Money refundsF) A) and B)
G) A) and E)

Question 16

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

Accepted Answer

A)   in-store attention grabbers.
B)   demonstrations.
C)   retail media.
D)   premiums.
E)   point-of-purchase displays.F) A) and D)
G) None of the above

Question 17

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

Accepted Answer

A)   show how a product is used.
B)   increase sales volume quickly.
C)   introduce new package sizes.
D)   prompt trial usage of a new product.
E)   attract repeat users.F) C) and E)
G) B) and D)

Question 18

The final stage of the selling process is

Accepted Answer

A)   closing.
B)   trial close.
C)   presentation.
D)   follow-up.
E)   overcoming objections.F) B) and E)
G) A) and E)

Exam 18: Personal Selling and Sales Promotion

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.

Correct Answer
verified

Merchandise allowances are generally used in conjunction with high-volume,low-profit items.

Correct Answer
verified

Correct Answer
verified

In the cold canvass technique,the salesperson calls on potential customers without their prior consent.

Correct Answer
verified

Fraudulent usage,inability to attract potentially brand-loyal customers,and use by current customers but not new customers are believed to be disadvantages of which of the following?

Correct Answer
verified

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Correct Answer
verified

To increase sales of Chex cereals,Ralston Purina offered a free pound of bananas to customers who bought the large-size box.This form of sales promotion is called a

Correct Answer
verified

Which of the following is an example of a trade sales promotion method?

Correct Answer
verified

The final stage of the selling process is

Correct Answer
verified

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

Correct Answer
verified

Explain the major issues to consider when developing a sales training program.

Correct Answer
verified

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

Correct Answer
verified

Which of the sales force compensation methods is easy to administer,yields more predictable selling expenses,and provides sales managers with a large degree of control over salespeople?

Correct Answer
verified

Effective motivation of a sales force is best achieved through

Correct Answer
verified

Which of the following is least likely to be directly involved in actually making sales?

Correct Answer
verified

Correct Answer
verified

Doug Browton 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)

Correct Answer
verified

During the personal selling process,a salesperson,if possible,should handle objections when

Correct Answer
verified

Exam 18: Personal Selling and Sales Promotion

Sales promotion objectives should be consistent with the organization's overall objectives and its marketing objectives.

Correct AnswerverifiedShow Answer

Merchandise allowances are generally used in conjunction with high-volume,low-profit items.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In the cold canvass technique,the salesperson calls on potential customers without their prior consent.

Correct AnswerverifiedShow Answer

Fraudulent usage,inability to attract potentially brand-loyal customers,and use by current customers but not new customers are believed to be disadvantages of which of the following?

Correct AnswerverifiedShow Answer

If a manager tries to form territories with equal sales potential,the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

Correct AnswerverifiedShow Answer

To increase sales of Chex cereals,Ralston Purina offered a free pound of bananas to customers who bought the large-size box.This form of sales promotion is called a

Correct AnswerverifiedShow Answer

Which of the following is an example of a trade sales promotion method?

Correct AnswerverifiedShow Answer

The final stage of the selling process is

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Explain the major issues to consider when developing a sales training program.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the sales force compensation methods is easy to administer,yields more predictable selling expenses,and provides sales managers with a large degree of control over salespeople?

Correct AnswerverifiedShow Answer

Effective motivation of a sales force is best achieved through

Correct AnswerverifiedShow Answer

Which of the following is least likely to be directly involved in actually making sales?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Doug Browton 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)

Correct AnswerverifiedShow Answer

During the personal selling process,a salesperson,if possible,should handle objections when

Correct AnswerverifiedShow Answer

Correct Answer
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