CH 17 -- Personal Selling and Sales Promotion

Question 1

Personal Selling

Answer 1

Interpersonal influences process involving a sellers promotional presentation conducted ona person-to-person bases with the buyer

Question 2

Network Marketing

Answer 2

Personal selling that relies on lists of family members and friends of salersperson, who organizes gatherings of potential customers for an in-home presentation of products

Question 3

Telemarketing

Answer 3

Promotional presentation over the phone on an outbound basis

Question 4

Outbound Marketing

Answer 4

Sales method in which sales personnel place phone calls to prospects and try to conclude the sale over the phone

Question 5

Inbound Marketing

Answer 5

Sales method in which prospects call a seller to obtain information, make reservations, and purchase goods and services

Question 6

Inside Selling

Answer 6

Selling by phone, mail, email

Question 7

Relationship Selling

Answer 7

Regular contacts between sales representatives and customers over an extended period to establish a sustained buyer-seller relationship

Question 8

Consultative Selling

Answer 8

Meeting customer needs by listening to them, understanding their problems, paying attention to details and following through after the sale

Question 9

Cross-Selling

Answer 9

Selling Multiple, often unrelated, goods and services to the same customer based on knowledge of that customers needs

Question 10

Team Selling

Answer 10

Selling situation in which several sales associates or other members of the organization are employed to help the lead sales representative reach all those who linfluence the purchase decision

Question 11

Virtual Sales Team

Answer 11

Network of strategic partners, suppliers and others who recommend a firm’s goods or services

Question 12

Order Processing

Answer 12

Selling, mostly the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers and completing orders

Question 13

Creative Selling

Answer 13

Personal selling in which salepeople use well-planned strategies to seek new customers by proposing innovative solutions to customer needs

Question 14

Missionary Selling

Answer 14

Indirect selling method in which salespeople promote goodwill for the firm by educating customers and providing technical or operational assistance

Question 15

Qualifying

Answer 15

Determining prospects needs, income and purchase authority as a potential customer

Question 16

Approach

Answer 16

Salesperson’s initial contact with a prospective customer

Question 17

Precall Planning

Answer 17

Use of information collected during the prospecting and qualifying stages of the sales process and during previous contacts to tailor approach to match needs

Question 18

COld Calling

Answer 18

Contacting a prospect without a prior appointment

Question 19

Closing

Answer 19

Stage of the personal selling process in which the sales person asks the customer to make a purchase decision

Question 20

Follow-up

Answer 20

Post sale activities that often determine whether an individual who has made a recent purchase will become a repeat customer

Question 21

National Accounts Organization

Answer 21

Promotional effort in which a dedicated asles team is assigned to a firms major customer to provide sales and service needs

Question 22

Span of Control

Answer 22

Number of representatives who report to first livel sales managers

Question 23

Expectancy Theory

Answer 23

Theory that motivation depends on an individual’s expectations of his or her ability to perform a job and how that performance relates to attaining a desired reward

Question 24

Commission

Answer 24

Incentive compensations

Question 25

Salary

Answer 25

Fixed Compensation

Question 26

Sales Quota

Answer 26

Level of expected sales for a territory

Question 27

Sales Promotion

Answer 27

Marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness

Question 28

Sampling

Answer 28

Free product distribution of a product in an attempt to obtain future sales, process of selecting survey respondents or research participants

Question 29

Premium

Answer 29

Item given free or at a reduced cost with purchases of other products

Question 30

Specialty Advertising

Answer 30

Sales promotion technique that places the advertisers name, address, and advertising message on useful articles that are then distributed to target customers

Question 31

Trade allowance

Answer 31

Financial incentive offered to wholesaler and retailers that purchase or promote specific products

Question 32

Point-of-Purchase (POP) Advertising

Answer 32

Display or other promotion placed near the site of the actual buying decision

Question 33

Push Money

Answer 33

Cash reward paid to retail salespeople for every unti of product they sell