MKTG 409 Pride CH18 ATP

When shopping at Costco, customers are offered small portions of various food items to taste in the hope of enticing buyers to make a purchase. This is an example of a point-of-purchase material a demonstration a premium a free sample a merchandise allowance

a free sample

CoverGirl created a display rack to feature its new line of cosmetics in the store. This is an example of in-store attention grabbers retail media a point-of-purchase material a frequent-user incentive a premium

a point-of-purchase material

Energizer decides to offer buyers the opportunity to mail in the proof of purchase for batteries in exchange for a free plush version of its Energizer Bunny. This is an example of a point-of-purchase material a demonstration a premium a free sample a merchandise allowance

a premium

In certain boxes of cereal, Kellogg's offers a code that customers can redeem for a free children's eBook. This is an example of a point-of-purchase material a demonstration a premium a free sample a merchandise allowance

a premium

Makita, a manufacturer of power tools, is offering _____ to motivate its distributors to sell more of its products. It is offering recognition and a prize to the distributor who sells the most of its power tools to retail stores in the next month. Makita is offering a dealer loader a dealer listing a merchandise allowance a sales contest premium money

a sales contest

When the salesperson asks the customer several questions that assume they are buying the product, this is known as taking the order getting the order overcoming objections a trial close new-business selling

a trial close

Which of the following statements is not true about training salespeople? a. Experienced salespeople do not need training. b. Some firms train new employees before assigning them to a specific sales position. c. Sales training may be done in the field, at educational institutions, in company facilities, or online. d. New salespeople usually require comprehensive training. e. A sales training program can concentrate on the company, its products, or selling methods.

a. Experienced salespeople do not need training.

Which of the following is the best example of a well-stated sales objective? a. The sales force should increase domestic market share by 5% by the end of the fiscal year. b. Each salesperson should increase the number of orders placed per call made. c. Each salesperson should triple their daily dollar sales volume by March 1. d. Each salesperson should increase their average order size by November 1. e. The sales force should sell $10 million worth of product in the Pacific Northwest.

a. The sales force should increase domestic market share by 5% by the end of the fiscal year.

In recent years the proportion of promotional dollars spent on sales promotion has _________. a. increased relative to advertising b. remained constant c. declined slightly, and the proportion spent on advertising has increased d. declined slightly, and the proportion spent on advertising has declined as well e. increased, and the proportion spent on advertising has risen as well

a. increased relative to advertising

In designing sales territories, a sales manager considers several major factors. The territories must be constructed so that sales potential can be measured; the shape of the territories should facilitate salespeople's activities to provide the best possible coverage of customers; and ___________. a. territories should be designed to minimize selling costs b. all territories should be of similar size c. the territorial pattern should consist of concentric circles d. the density of potential customers should be minimized e. the distribution of customers should be relatively equal

a. territories should be designed to minimize selling costs

During the evaluation of one of his salespeople, Kurt determines that Isaac's average sales per customer is lower than that of other salespeople on staff. At their performance review, Kurt will most likely lower the performance standards for Isaac fire Isaac increase Isaac's sales quota adjust the motivational methods used for Isaac ignore Isaac's sales performance

adjust the motivational methods used for Isaac

The use of sales promotion has increased dramatically over the past 30 years, primarily at the expense of personal selling direct marketing public relations advertising digital marketing

advertising

Anna works in insurance sales and has looked over one of her prospect's account and credit history. She has determined the type of insurance the prospect needs and put together a sales presentation that will communicate specifically to the prospect. Anna is ready for the _____ step of the personal selling process. approach preapproach closing the sale presentation prospecting

approach

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling. following up making the presentation approach prospecting preapproach

approach

Which of the following statements is not true about recruiting and training a sales force? a. Recruitment should be a continuous activity for the organization. b. Sales managers do not recruit applicants from departments within the company. c. The costs of hiring and training a salesperson can cost more than $60,000 in some industries. d. There is no generally accepted set of traits for an effective salesperson. e. Sales managers must determine which set of traits best fits their companies' sales tasks.

b. Sales managers do not recruit applicants from departments within the company.

Which of the following statements is not true when making a sales presentation? a. The salesperson must be able to adjust the message to meet the prospect's informational needs. b. The salesperson should anticipate objections and handle them before they arise. c. The salesperson must attract and hold the prospect's attention during the sales presentation. d. The most successful salespeople are thorough in their preapproach. e. The manner in which the salesperson contacts a potential customer is a crucial step in the sales process.

b. The salesperson should anticipate objections and handle them before they arise.

George, a car salesman, asks customers whether they have had any issues with their new car before the sales presentation immediately after the close during the follow-up the next time the customer visits the dealership when the customer has paid for the car

before the follow-up

Sometimes retailers are offered temporary price reductions for purchasing specified quantities of a product. These offers are used to provide an incentive to handle a new product, to achieve a temporary price reduction, or to stimulate the purchase of an item in large quantities. What is this sales promotion? push money buy-back allowance buying allowance cents-off offer money refund

buying allowance

Xavier is a purchasing agent for the Kroger grocery chain. He is currently negotiating with Kellogg's to receive a temporary price reduction based on the volume of cereal he is purchasing. This is an example of a buy-back allowance scan-back allowance merchandise allowance buying allowance cooperative advertisement

buying allowance

Which of the following statements is true about relationship selling? a. It is most appropriate in a business-to-consumer retail setting. b. Sales representatives spend most of their time marketing the benefits of their products. c. Being proactive in identifying the need for recovery behaviors is important. d. The focus is on short-term repeat sales. e. Relationship selling is not any more profitable for the company than traditional personal selling.

c. Being proactive in identifying the need for recovery behaviors is important.

Which of the following statements is true about personal selling? a. Personal selling provides marketers the least freedom to adjust their message to satisfy customers' information needs. b. Personal selling is not necessary for expensive or high-risk products. c. Personal selling is the most precise of all promotional methods. d. A major advantage of personal selling is its cost. e. Personal selling is not the most effective way to form relationships with customers.

c. Personal selling is the most precise of all promotional methods.

Which of the following is not a reason why the proportion of promotional dollars spent on sales promotion has increased in recent years? a. Retailers have become more powerful relative to manufacturers and are demanding more trade sales promotion efforts. b. Because of an increased focus on value, consumers are more responsive to promotional offers. c. The greater emphasis on improving long-term performance has resulted in an increased use of sales promotion methods. d. Sales promotions aimed at convincing customers to change brands are more effective because of declines in brand loyalty in general.

c. The greater emphasis on improving long-term performance has resulted in an increased use of sales promotion methods.

Isabella is using a scheduling system to plan her sales calls for the coming week. The system's main goal is to _____ when routing and scheduling sales representatives. a. allow the maximum flexibility for salespeople b. maximize the use of public transportation c. minimize nonselling time d. organize the sales calls based on expected sales volume e. minimize the length of each sales call

c. minimize nonselling time

At the end of each day, Deshawn submits a _____ to his sales manager that identifies the customers called on and provides detailed information about interactions with those clients. call report customer feedback report list of invoices performance standard sales territory

call report

_____ are promotions that allow buyers to pay less than the regular price to encourage purchase, and _____ are promotions in which a consumer is sent a specified amount of money for making a single purchase. Cents-off offers; rebates Coupons; rebates Premiums; money refunds Money refunds; premiums Money refunds; rebates

cents-off offers; rebates

The purpose of the _____ stage of the personal selling process is to determine customers' future needs and create a solid relationship with the customer. approach prospecting closing overcoming objections follow-up

closing

Summer works as a sales associate at a jewelry store where she is paid a fixed amount per hour plus an additional amount based on her amount of sales. She is on a _____ compensation plan. straight commission straight salary salary plus bonus salary plus benefits combination

combination

A sales rep's willingness to accept risk is most relevant to the sales manager during which phase of sales management? compensating salespeople motivating the sales force training the sales force determining sales territories evaluating salespeople

compensating salespeople

Felix goes to McDonald's, where he collects Monopoly real estate pieces that are available on cups and fries. As he collects the pieces, he can win cash and prizes. This is an example of a consumer contest consumer game consumer sweepstakes premium merchandise allowance

consumer game

Procter & Gamble uses many different _____ in order to encourage consumers to purchase its products, including coupons, cents-off offers, rebates, point-of-purchase displays, free samples, and consumer contests. advertising media consumer allowances consumer sales promotion methods consumer incentives trade sales promotion methods

consumer sales promotion methods

Bo finds a code under the cap of the soft drink he just bought. He visits a website where he enters the code for a chance to win a prize. This is an example of a consumer contest consumer game consumer sweepstakes premium merchandise allowance

consumer sweepstakes

An arrangement in which a manufacturer pays a certain amount of a retailer's media costs for advertising that manufacturer's products is ________ a buy-back allowance a merchandise allowance premium money push money cooperative advertising

cooperative advertising

Walmart puts an advertisement in the Sunday newspaper that features toys from Fisher-Price and electronics from Samsung. Because they are featured in the ad, Fisher-Price and Samsung have agreed to pay a portion of Walmart's media costs. This is an example of a buy-back allowance dealer listing merchandise allowance buying allowance cooperative advertising

cooperative advertising

Advantages associated with _____ include their positive effect on print advertisements, that they reward current users and win back former users, and that they encourage purchases in larger quantities. consumer sweepstakes premiums coupons point-of-purchase displays free samples

coupons

Fraudulent usage, inability to attract potentially brand-loyal customers, and use by current customers but not new customers are believed to be disadvantages of which of the following? sweepstakes money refunds frequent-user incentives coupons premiums

coupons

In the weeks leading up to Halloween, Hershey's decides to use ____, the most common form of sales promotion, to encourage consumers to buy Hershey's products. coupons rebates free samples premiums consumer sweepstakes

coupons

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions, or to compare _______. the size of sales territories selling expenses by various members of the sales force the amount of new business generated current performance with past performance the ratio of costs to profits

current performance with past performance

Which of the following statements is true about personal selling? a. Personal selling goals are the same for every company that engages in personal selling. b. It is among the cheapest forms of promotion. c. Personal selling is most important in business-to-consumer sales. d. It gives marketers the greatest freedom to adjust a message to satisfy consumers' information needs. e. Salespeople are less effective than sales promotion at forming relationships with customers.

d. It gives marketers the greatest freedom to adjust a message to satisfy consumers' information needs.

Which of the following statements is true about the follow-up step of the personal selling process? a. The follow-up must occur within 24 hours of the closing. b. The purpose of the follow-up is to ask for referrals. c. The follow-up occurs immediately after the sales presentation. d. The follow-up helps create loyalty on the part of the buyer. e. Salespeople only need to follow up with dissatisfied customers.

d. The follow-up helps create loyalty on the part of the buyer.

The best advice for recruiting and selecting salespeople for one's organization would be _______. a. follow a clear set of generally accepted job characteristics when determining an applicant's qualifications b. keep the expensive stages near the beginning of the recruiting process c. find out how long the applicant plans to stay with the company d. make recruitment a continuous activity aimed at seeking out the best applicants e. recruit primarily from educational institutions

d. make recruitment a continuous activity aimed at seeking out the best applicants

Ryan and Megan sell printing solutions for the same company. Their target customers are small businesses with low printing volume. Their sales territories have the same sales potential, but Megan's territory covers the Atlanta metropolitan area while Ryan's territory is much larger and covers the rest of Georgia. As a result of the difference in size between the two territories, Ryan a. has a larger income potential than Megan b. works the same as Megan since their territories have the same sales potential c. will have much larger sales than Megan d. must work harder and longer to generate the same sales volume as Megan e. will spend more time on selling than Megan

d. must work harder and longer to generate the same sales volume as Megan

A commercial for SodaStream announces that the sparkling water makers are available at Bed Bath & Beyond and Target. This is a form of sales promotion called dealer loader dealer listing merchandise allowance buying allowance cooperative advertising

dealer listing

Sam is the owner of a regional chain of convenience stores. He recently made a large purchase of Slim Jim snacks for his stores and received a gift from ConAgra Foods, the makers of Slim Jim. This gift is referred to as a dealer loader dealer listing merchandise allowance buying allowance premium money

dealer loader

Although Maybelline would like to use ____ as a consumer sales promotion method, this method has extremely high labor costs that are more affordable for higher-end make-up companies such as Clinique and Estée Lauder. frequent-user incentives demonstrations coupons rebates consumer contests

demonstrations

You are a senior analyst in the sales and finance group at an auto parts company. Your boss has asked you to complete a project that examines the following: The sales potential for several different census tracts Customer density and distribution in the different census tracts Based on the information you are collecting, what element of sales force management is your boss focused on? salesperson compensation salesperson motivation sales force training determining sales territories recruiting and selecting salespeople

determining sales territories

A sales manager has analyzed the cost of the average salesperson in her firm and has determined that hiring an additional salesperson would not bring in more revenue than the cost of that salesperson. The sales manager is performing which sales management task? setting sales objectives determining the size of the sales force recruiting salespeople training salespeople compensating salespeople

determining the size of the sales force

Which of the following statements is true about salespeople? a. Salespeople are not in a position to analyze the strengths and weaknesses of their company's products. b. Salespeople only need a basic understanding of their product. c. A salesperson can ignore competitors. d. Salespeople stop contact with their customers after closing the sale. e. Salespeople are almost always closer to customers than anyone else in the company.

e. Salespeople are almost always closer to customers than anyone else in the company.

A salesperson should not attempt to close a transaction until he or she has finished the entire presentation. True False

false. A salesperson should try to close at several points during the presentation because the prospect may be ready to buy.

Merchandise allowances are generally used in conjunction with high-volume, low-profit items. True False

false. Merchandise allowances are best suited to high-volume, high-profit, easily handled products.

Consumer contests and sweepstakes are used to promote established products and tend to generate similar levels of consumer response. True False

false. Sweepstakes are employed more often than consumer contests and tend to attract a greater number of participants.

Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time. True False

false. Team selling involves the salesperson joining with people from the firm's financial, engineering, and other functional areas. Relationship selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

A straight commission compensation program ensures that selling costs will be predictable. True False

false. With a straight selling commission compensation program, salespeople's compensation is determined solely by sales for a given period.

Chuck works for a small manufacturer of salsa. For his job, he travels to various grocery stores within his territory to find out how much salsa each store plans on ordering in the coming month. Chuck is best classified as a(n) inside order taker field order taker trade salesperson missionary salesperson order getter

field order taker

Ryan is the owner of a small corner grocery store. He does not have time to keep track of how much he has to order of every item he keeps in stock, so he relies on the _____ from his various suppliers to make sure his orders are placed periodically. order getters inside order takers missionary salespeople field order takers trade salespeople

field order takers

Advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling? convincing prospects to buy finding prospects keeping customers satisfied making the presentation following up the sale

finding prospects

Personal selling goals typically include finding prospects, determining their needs, persuading prospects to buy, and matching sales levels of the competition following up on the sale developing new products to sell identifying new selling techniques avoiding repeat transactions

following up on the sale

Every time customers visit Dave's Sandwich Shoppe, they swipe a card through a scanner that allows them to earn points for discounts on future purchases. This is an example of a consumer contest rebate free sample frequent-user incentive premium

frequent-user incentive

Online advertisements that ask for people to submit their name and e-mail address help salespeople achieve which goal of personal selling? keeping customers satisfied making the presentation convincing prospects to buy following up on the sale identifying prospects

identifying prospects

Angela works for QVC, a home shopping channel. As part of her job, she answers the phone calls from customers who wish to place an order for something they have seen on TV. Angela is best classified as a(n) field order taker trade salesperson missionary salesperson inside order taker order getter

inside order taker

Landon has a part-time job as a salesperson for JC Penney, a retail department store. Landon's job is best classified as a(n) trade salesperson order getter inside order taker missionary salesperson field order taker

inside order taker

Isabelle and George both work in sales at John Deere. Isabelle's main job is to take orders, follow up on deliveries to make sure they were shipped on time, and provide some basic technical services. She mainly deals with current customers, although sometimes she will receive calls from potential customers interested in learning more about the firm's products. George, on the other hand, actively seeks new potential clients. He is constantly attending events to solicit new clients and he makes sales calls to potential clients to discuss John Deere's product offerings. Like Isabelle he also takes orders for equipment. Isabelle is most likely a(n) ______________ salesperson, while George is most likely a(n) ____________ salesperson. trade; missionary inside; support inside; outside current-customer; technical trade; consultative

inside; outside

Lindsay is an exercise equipment salesperson. When making a sales presentation, she realizes that _____ would be most beneficial in keeping the potential customer's attention and enhancing the presentation. showing a video of the equipment in use inviting the prospect to use the equipment handing out an informational packet overcoming objections using a trial close

inviting the prospect to use the equipment

Jennifer Clarkson, a sales representative for a publisher of college textbooks, had the southern half of the state as a sales territory. Last year, the director of marketing for the publishing company told Jennifer's sales manager to increase her territory to the entire state. Now Jennifer's customers are less satisfied with the company. They are most likely to blame ____ for their reduced level of customer satisfaction. the textbook authors the company's chief executive officer the marketing manager the sales manager Jennifer

jennifer

Target sets up a special display in its stores featuring Brawny paper towels. Because they have set up this display, Brawny agrees to provide a _____ to Target. buy-back allowance scan-back allowance merchandise allowance buying allowance cooperative advertising allowance

merchandise allowance

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n) _____________. technical salesperson missionary salesperson outside sales representative new-business salesperson trade salesperson

missionary salesperson

Hannah works for a shoe manufacturer. She spends most of her time visiting retailers to encourage them to place orders with her company's wholesalers. Hanna is best classified as a(n) missionary salesperson order getter technical salesperson trade salesperson field order taker

missionary salesperson

Zach works for a pharmaceutical company and spends most of his days visiting various doctors, pharmacists, and hospitals. He promotes his company's products by speaking with the doctors and pharmacists and leaving samples for them to give to their patients. Zach would most likely be referred to as a(n) order getter missionary salesperson field order taker technical salesperson trade salesperson

missionary salesperson

Dee works as an insurance salesperson and spends most of his time locating prospects and converting them into buyers. Dee's job function is best described as missionary sales order taking trade sales new-business sales current-customer sales

new-business sales

Lisa's position requires that she increase sales of her company's products. She finds ways to get existing customers to repurchase and finds new customers for her company's products. Lisa would best be described as a(n) missionary salesperson order getter order taker technical salesperson trade salesperson

order getter

Desiree's job as a salesperson has her mostly contacting existing customers in order to gain repeat sales. Her position is most likely a(n) trade salesperson technical salesperson order getter missionary salesperson order taker

order taker

Before she calls potential clients for the accounting firm she works for, Joy is identifying key decision makers at each company, contacting other clients for information about them, and identifying needs of each company. This process is called making the presentation prospecting approach closing the sale preapproach

preapproach

Chris has finished going through marriage announcements in the local newspaper to find potential customers of her wedding photography business. She has also evaluated them based on their ability and willingness to buy her services. She realizes that the next step in the personal selling business is to prospect preapproach approach make the presentation close the sale

preapproach

Garrett Almar tells a fellow buyer at Robins Wholesale Parts that the last salesperson who called on him before lunch was a real loser: "He has done a poor job of ____. He didn't even know what brands we carry or what types of retailers we service!" prospecting preapproach follow-up presenting approach

preapproach

Randy Whitacre of Randy's Hardware is talking to one of his employees about a salesperson that had stopped by earlier in the day. Randy thought the salesperson had done a bad job with _____ because he had no idea what specific products Randy's Hardware sold or what the store's needs were. making the presentation preapproach closing following up prospecting

preapproach

As part of the _____ step of the personal selling process, Ruth is looking over her list of potential customers and evaluating them based on their ability, willingness, and authority to make a purchase. prospecting customer search customer evaluation identification pre-approval

prospecting

Rachel is a sales representative. Every week, she spends time looking for potential customers by doing an online search through her industry's trade association database for new members. This is part of which step of the personal selling process? surveying scouting prospecting identifying finding

prospecting

Salim has recently been hired as a salesperson for an air conditioner sales firm. When he started his job, he decided that the first thing to do was to go through his company's sales records and through telephone directories to find potential customers. During this process, Salim was prospecting obtaining referrals evaluating approaching overcoming objections

prospecting

Stuart likes to have at least 25 potential customers ready to call for additional sales. He just realized that he currently has less than 20. In order to get his list back above 25, Stuart will have to spend time preapproaching closing the sale prospecting following up approaching

prospecting

Aaron Epstein tells his fellow retail salesperson at Zales Jewelers that during the second quarter he is going to sell all the Alance watches he can and use his extra earnings to go to Cancun. He exclaims, "Can you believe the ____ program they have on for this quarter?" buying allowance merchandise allowance push money dealer loader sweepstakes

push money

Donnie is a car salesman. When making his presentations, he likes to anticipate and counter potential objections before the prospect mentions the objection. Donnie feels this gives him an advantage in making the sale. What he does not realize is this approach may raise objections that the prospect would not have seem annoying to the customer make the presentation too long not highlight the car's benefits and features make Donnie seem dishonest

raise objections that the prospect would not have

When launching a new flavor of ice cream, the ice cream manufacturer may create a(n) _____ where it gives a trophy and cash prize to the salesperson who sells the greatest volume of the new flavor to wholesalers in the first month after introduction. compensation plan organizational climate sales territory commission plan sales contest

sales contest

At last year's holiday banquet, Eric was recognized in front of all of the other salespeople and in front of senior management for being the highest-earning salesperson in the firm. This is an example of the company's efforts at salesperson compensation salesperson motivation sales force training optimizing sales territories promoting salespeople

salesperson motivation

Realizing that her firm's sales promotion budget was small and cut by 30 percent for the coming year, Stacey Baronas rules out ____ as playing a role in her sales promotion plan. samples coupons point-of-purchase materials money refunds premiums

samples

Benny is looking for a position as a salesperson. Ideally, he would like a job that has a _____ compensation plan because he enjoys aggressive selling and wants to spend as little amount of time as possible on nonselling tasks. straight commission straight salary salary plus bonus salary plus commission combination

straight commission

Senior management at Best Buy is reviewing the compensation strategy for the company's salespeople. They currently use _____, which gives the company the benefits of being easy to administer, yielding predictable selling expenses, and providing managers greater control over their salespeople. straight commission straight salary salary plus bonus salary plus commission commission plus bonus

straight salary

Christine is a sales representative for a medical supply company. She has a sales call scheduled in which she will join other employees from the company, including personnel from the financial and engineering departments, to make a sales pitch to a medical center. Christine is engaged in missionary selling relationship selling team selling technical selling order taking

team selling

Natalie is a sales representative with Nike. Tomorrow she will join with people from the firm's financial, engineering, and other functional areas to engage in the personal selling process. Natalie is engaged in ___________. trade selling missionary selling relationship selling team selling technical selling

team selling

Which of the following is particularly appropriate for pricey high-tech business products, such as jet aircraft and medical equipment? team selling relationship selling trade selling technical selling missionary selling

team selling

Which of the following types is most appropriate when selling new technology that needs specific technical expertise due to its complexity? technical selling team selling relationship selling order taking missionary selling

team selling

Chris works for a manufacturer of replacement knees and hips. He often works in operating rooms with surgeons during knee and hip replacements to help them as they perform surgeries, answering questions and providing support. Chris is best described as a(n) technical salesperson missionary salesperson order getter field order taker trade salesperson

technical salesperson

Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product's characteristics and applications. He is a(n) ___________. missionary salesperson trade salesperson order taker inside salesperson technical salesperson

technical salesperson

The main consideration that marketers use when setting up a coupon promotion for a product is which retailers carry the product the expected redemption rate of the coupon how many coupons they will need to issue the method of coupon distribution the nature of the product

the nature of the product

Tami is a sales manager and is hoping to attract and retain a top sales force. Which of the following is least likely to be a factor when Tami tries to attract and retain top-quality salespeople? on-the-job training the pay mix not being too risky for the sales role the price of the products being sold availability of flexible hours benefits and expense reimbursement practices

the price of the products being sold

Marisol works for a manufacturer of frozen foods. Her job consists of visiting retailers and helping them promote her company's products. She helps restock shelves, negotiates for more shelf space, and sets up displays. Her position is best described as a(n) order getter missionary salesperson trade salesperson technical salesperson field order taker

trade salesperson

Treasure works for Frito-Lay and works with retailers to help promote the company's snack foods. She sets up displays in the stores and occasionally hands out samples to customers. Treasure is best described as a(n) trade salesperson technical salesperson order getter field order taker missionary salesperson

trade salesperson

During a sales presentation, Barbara asks, "Mr. Gordon, would you prefer to pay by cash or credit card?" Barbara is using a(n) _____ with this question. referral trial close objective follow-up objection

trial close

It is not unusual for one salesperson to perform multiple functions in the sales structure. True False

true

Sales promotion may facilitate personal selling. True False

true

The primary goals of personal selling are finding prospects, convincing prospects to buy, and keeping customers satisfied. True False

true

During the personal selling process, a salesperson should, if possible, handle objections during the follow-up immediately after the approach when they arise after the trial close at the midpoint of the presentation

when they arise