Marketing CH 18

they arise

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

taking orders and following up; consultative

Inside salespersons generally focus on _______, whereas outside salespersons are more ______.

technical salesperson.

Jim is a salesperson for Axalta. His college degree is in engineering, with a minor in physical science. Jim is most likely a(n)

Recommend that she attend a training program

John is preparing to evaluate one of his sales representatives, Tessa. His evaluation of her performance for the prior year led to his conclusion that she often lacked key product information at sales presentations. At their upcoming session, he will most likely do which of the following?

prospecting

Kevin Esposito, a salesperson for O'Malley Office Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

near the end

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

A gift loader

A gift to a retailer who purchases a specific quantity for merchandise

is very expensive per contact

A major disadvantage of personal selling is that it

The preappraoch

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

listening carefully to questions and comments and watching reactions during the sales presentation.

A salesperson will be better able to determine the prospect's specific needs by

Preapproach

Before contacting a prospect, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called

Coupons reward current product users, win back former users, and encourage purchases in larger quantities

Coupons have questionable success as an incentive for consumers to try a new brand or product for all of the following reasons except

approach

Developing a relationship on the first visit is becoming increasingly important in the _____________ stage of the personal selling process.

call reports

Elias, a sales representative, is returning from a week on the road. One of his activities this week is to develop ____, which are designed to identify the customers called on and to present detailed information about interaction with those clients.

a demonstration

In order to show consumers how well its blenders work and to stimulate sales, Vitamix often sets up temporary booths in stores where they have someone using the blender in a variety of ways. This is an example of

minimize non-selling time

Parker is a sales representative for Kashi. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Parker knows that one of the primary goals of routing and scheduling decisions in personal selling is to

a missionary salesperson

Penny promotes pharmaceuticals to pharmacies and doctors offices. She is best categorized as

keeping customers satisfied

Personal selling goals include finding prospects, convincing prospects to buy, and

serve as a deterrent both to salespeople and their clients

Sales objectives can do all of the following except

consumer sales promotions focus on getting consumers to buy their products, whereas trade sales promotions focus on getting wholesalers and retailers to carry the product and/or to market it more aggressively

The difference between consumer sales promotion methods and trade sales promotion methods is

current-customer sales

Vanessa works as a salesperson and spends most of her time focusing on existing accounts, calling people to follow up on previous sales to see if they are interested in making an additional purchase. Vanessa's job function is best described as

Frequent-user incentives

Which of the following is most likely to stimulate customer loyalty ?

a. Each salesperson should bring in $25,000 in new sales by November 15.

Which of the following is the best example of a well-stated sales objective?

any buy-back allowance

_____ is the sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over

sales promotion

is an activity or material, or both, that acts as a direct inducement, offering added value or incentive for the product, to resellers, salespeople, or consumers