Chapter 5

Question 1

2 ways sales reps gain sales knowledge

Answer 1

1. sales training
2. experience

Question 2

4 reasons for sales training

Answer 2

1. increase confidence
2. build buyer confidence in sales person
3. build relationships through care for needs
4. meet buyers expectations

Question 3

what is national advertising?

Answer 3

reach all users of the product across the country, industrial and consumers

Question 4

what is retail advertising?

Answer 4

used by retailer to reach customers within its geographic trading area

Question 5

what is co-op advertising?

Answer 5

conducted by retailer with manufacturing (or both party) money

Question 6

what is trade advertising?

Answer 6

manufacturers directly advertising to wholesaler or retailer (ex: magazines only sent to wholesaler)

Question 7

what is industrial advertising?

Answer 7

aimed at people and firms that use products in manufacturing other products (ex: P&G selling motors for cars)

Question 8

what is consumer sales promotion?

Answer 8

free samples, coupons, contests, demos

Question 9

what are trade sales promotions?

Answer 9

encourage resellers to purchase and aggressively sell a manufacturers products through sales contests, displays, and special purchase prices

Question 10

what is point of purchase (POP) displays?

Answer 10

product is seen, floor displays, pictures, etc. lots of buyers

Question 11

what are self positionings?

Answer 11

placement of the product in the store

Question 12

what are shelf facings?

Answer 12

the number of individual products places besides each other on the shelf

Question 13

what are premium products?

Answer 13

products that are incentives to user to take action like contests

Question 14

what is geographic information systems?

Answer 14

allow sales people to view and analyze prospects on an electronic map

Question 15

what is netiquette?

Answer 15

etiquette on the internet