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Sales Promotion and Personal Selling 2
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Sales Promotion and Personal Selling 2
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25 Questions

1. Marketers find it much easier to evaluate the effectiveness of advertising than the effectiveness of sales promotions.
2. The first step in the selling process is approaching the customer and probing needs.
3. Compensation planning is one of the sales manager’s easiest jobs.
4. Hewlett-Packard offered $25 to individual Office Depot salespeople for each HP Laser Jet printer they sold. The $25 is push money.
5. Trade shows are an excellent place to introduce new products to the marketplace.
6. The final selling duty for most successful salespeople is closing the sale.
7. Before approaching the customer, a salesperson should learn as much as possible about the prospect's organization and its buyer.
8. Manufacturers use trade promotions because they generate excitement among consumers.
9. Point-of-purchase promotions are seldom used as a sales promotion tool because most purchase decisions are made before consumers ever enter a store.
10. Personal selling becomes a more important promotional tool as product complexity and buyer risk increase.
11. To qualify a sales lead, a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.
12. Loyalty marketing programs are targeted to people who consistently buy the least expensive brand.
13. When cosmetics company Estée Lauder gives customers a bag of small-sized cosmetics with the purchase of a full-priced item, this is an example of a premium offer.
14. Relationship selling is more typical with selling situations for consumer goods.
15. Research shows that coupons tend to increae the amount of a product bought.
16. Typical performance measures for salespeople include sales volume, contribution to profit, calls per order and sales or profits per call.
17. The objectives of a promotion depend on the general behavior of target consumers.
18. Jayson typically negotiates the price with prospective customers because he knows price is the most effective negotiating tool when closing a sale.
19. If a potential customer has objections after the salesperson has made a presentation, that is an indication that the salesperson has done a poor job.
20. Meta Singh is expected to sell two surgical laser systems each month. This sales objective is an example of a quota.
21. With relationship selling the salesperson would spend most of his or her contact time with the prospect talking about the product because the salesperson does not want to waste the customer's time.
22. Manufacturers prefer coupons over rebates, because most customers who are eligible for rebates actually collect them.
23. Sales promotion offers an incentive to buy.
24. Tara is a salesperson with several satisfied customers. She asks her customers to recommend her to their business associates. Tara is using cold calling to generate leads.
25. Sweepstakes are promotions in which participants use some skill or ability to compete for prizes. Winning a contest, on the other hand, depends on chance or luck.

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