Chapter 19 Quiz

Tyler is a purchasing agent for Kellogg's. He is currently negotiating with his suppliers to receive a _______, which is a temporary price reduction to resellers for purchasing specified quantities of a product.

a buying allowance

a missionary salesperson is usually employed by

a manufacturer

in establishing sales promotion objectives, a marketer should always

align objectives with the organization's overall objectives

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

an inside order taker

Stacey's client group has been gradually shrinking and she is looking for new prospective clients. She has decided to spend a couple of days approaching potential customers without any prior consent. Stacey's method of approach is known as

cold canvass

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

coupons

order-getting activities are divided into two categories

current customer sales and new business sales

when better market conditions prevail or when company growth occurs, a company may suffer if it

cut back the size of its sales force

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.

demonstrations

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

during the follow-up

after compiling a list of potential customers, a salesperson must

evaluate whether each prospect is able, willing and authorized to buy the product

advertising that encourages customers to send in reply cards for additional information aids salespeople in achieving which goal of personal selling

finding prospects

the final stage in the selling process is

follow-up

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

Zack Freedman is an experienced salesperson who has worked for the same company for 20 years. When he is informed that he must attend a training seminar the following Tuesday, he believes it will most likely be about

new product information

Creative selling, which requires that salespeople recognize a potential buyer's needs and then provide the prospect with the necessary information, is performed by

order getters

paid personal communication that attempts to inform and persuade customers to purchase products in an exchange situation is called

personal selling

___ are items offered free or at minimal cost as a bonus for purchasing a product

premiums

Sayyid's company has launched a new product line, and he is put in charge of sales. He decides his first step will be to find potential customers in the company's sales records. Sayyid is

prospecting

Which of the following involves building mutually beneficial long-term associations with a customer¾usually a business customer¾through regular communications over prolonged periods of time.

relationship selling

the salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the

sales presentation

as a promotional strategy, using coupons strives to achieve all of the following except

show how a product is used

Olivia is the manager of Human Resources for Zappos.com. She is currently reviewing the sales force compensation method used at Zappos.com to determine if there is a better way to manage compensation. Olivia knows that the ____ method is easy to administer, yields more predictable selling expenses, and provides sales managers with a large degree of control over salespeople

straight salary

Nick is a salesperson for DuPont. His college degree is in engineering, with a minor in physical science. Nick is most likely a(n

technical salesperson

which of the following is not true when making the sales presentation

the salesperson should focus on anticipating questions and answering them before they're asked

any marketing tactic used to stimulate wholesalers and retailers to carry a producer's products and market those products more aggressively is a

trade sales promotion method

Maria Martinez works for a cosmetics manufacturer and is responsible for ensuring that retailers have adequate quantities of products when they need them. However, she is directing much of her effort toward helping the retailers promote the products. She would be characterized as belonging to which group of salespeople?

trade salespeople