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Exam 18: Personal Selling and Sales Promotion

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Question 21

Multiple Choice

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On a break between classes, Kelley checks her smartphone and enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

A) lottery.
B) consumer contest.
C) game of chance.
D) sales contest.
E) sweepstakes.

F) A) and B)
G) C) and D)

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Question 22

Multiple Choice

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A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to

A) recruit appropriate salespeople.
B) set sales force calling objectives.
C) compensate salespeople fairly.
D) train its salespeople.
E) determine sales force size.

F) A) and B)
G) C) and D)

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Question 23

True/False

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Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

A salesperson with a larger territory will have the advantage of being able to achieve more sales than salespeople with smaller territories.

Which of the following statements is not true about training salespeople?

During team selling, the engineers are usually the ones who take the lead because of the specialized products being sold.

Jessica is attending a Mary Kay free facial event her friend Jasmine is putting on. After the free facial, Jessica agrees to buy some of the products she likes. Before she makes her payment, Jasmine gives her a form. The form says that if Jessica writes down the names and numbers of five friends that Jasmine can call, she will receive 10% off her next Mary Kay purchase. Which stage is Jasmine at in the personal selling process regarding the form she is asking Jessica to fill out?

What is one method sales managers use to balance territorial workloads and earning potential?

Cheyenne calls to see if her customer's new hardwood floors were installed correctly

You are conducting interviews for new sales representatives for your manufacturing firm. You are primarily looking for candidates that you feel can be successful at assisting your wholesaling customers sell to their customers. Which of the following types of sales representatives are you looking for primarily?

In establishing sales promotion objectives, a marketer should always

If used on an ongoing basis, _____________ can reduce the price for customers who would buy at the regular price and may also cheapen a product's image.

Personal selling does not normally occur in retail environments.

Hannah is a retail salesperson for Crate and Barrel in Chicago. She is most likely classified as

Developing a list of potential customers is called prospecting.

Discuss the major factors to consider when designing sales territories.

Lydia will sometimes take orders from customers, but her primary job is to assist retailers with restocking shelves, setting up displays, providing in-store demonstrates, and giving out free samples. Lydia is most like a

Current customers are sources of leads for finding prospective customers.

A major disadvantage of personal selling is that it

Scenario 18.1 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 selects several motorcycle stores that are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?