Question 1

Identify and discuss the general steps in the personal selling process.

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Question 2

How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years?

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Question 3

Identify the major features of effective sales force compensation plans.

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Question 4

What is the rationale for having sales force objectives, and how are they developed?

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Question 5

Identify and discuss some of the key objectives in using sales promotion.

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Question 6

List three major types of sales force compensation methods. What are the advantages and disadvantages of each?

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Question 7

Trevor is excited because he is earning extra compensation from Ford to push its newest model of Ford trucks. He plans to use some of this money toward a down payment on a house. This money is referred to as a

Accepted Answer

A premium is an extra payment made to a salesperson for selling a particular product or service. In this case, Trevor is earning extra compensation from Ford to push its newest model of Ford trucks. This extra compensation is a premium.

Question 8

Explain the major issues to consider when developing a sales training program.

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Question 9

Maryana works at Hershey in the marketing department. Recently, Hershey developed a new chocolate bar that the company is excited about. Maryana's job is to try to increase awareness of the product, get people to try it, and obtain desirable distribution at retail stores. Which consumer sales promotion method should Maryana select based on these criteria?

Accepted Answer

Free samples would be the best choice in this scenario as it would allow people to try the new chocolate bar without any cost or risk, increasing awareness and potentially leading to word-of-mouth marketing. It would also create a positive brand image and help obtain desirable distribution at retail stores.

Question 10

A new soap manufacturer wants to get its product to national retailers. It recently developed a product that executives think will be able to compete against top dogs such as Dove and Dial. However, they know that retailers are often skeptical of carrying new products when their success is not known. The soap manufacturer therefore offers a price reduction to the retailers for each case of soap they buy. The soap manufacturer is most likely using a

Accepted Answer

The soap manufacturer is using a buying allowance by offering a price reduction to retailers for each case of soap they buy. This is a common tactic used by manufacturers to incentivize retailers to carry their new products. Dealer loader refers to a manufacturer providing extra stock to retailers at no extra cost, merchandise allowance refers to a payment made by a manufacturer to a retailer for promoting and displaying their product, scan-back allowance refers to a manufacturer reimbursing a retailer for scanning the product at the point of sale, and buy-back allowance refers to a manufacturer agreeing to buy back any unsold inventory from retailers.

Question 11

Identify and describe several ways to motivate sales personnel.

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Question 12

List the major types of salespeople and indicate how they differ.

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Question 13

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

Accepted Answer

This is a demonstration as Vitamix is actively showing consumers how their blenders work by using them in a variety of ways. This is not point-of-purchase material as it is not a display that is placed near the product for purchase. It is also not a premium, free sample, or merchandise allowance as those terms refer to promotional items or incentives given to consumers who purchase a product.

Question 14

Discuss the major factors to consider when designing sales territories.

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Question 15

A major reason why Best Buy stopped using ___________ is because consumers perceived the redemption process as too complicated. It was also easy for them to forget about. Therefore, it had minimal use as a sales promotion method.

Accepted Answer

The statement mentions that consumers found the redemption process to be too complicated, which is a common issue associated with rebates. Additionally, the statement mentions that the promotion had minimal use, indicating that it was not effective in driving sales.

Question 16

Discuss the purpose of coupons in sales promotion.

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Question 17

Explain how a salesperson's performance can be evaluated.

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Question 18

Differentiate between team selling and relationship selling.

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Question 19

Describe consumer sales promotion and trade sales promotion, and then explain how they differ.

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Question 20

Greg works for an electronics firm. The firm has had a few product flops but Greg thinks that its newest product will be highly successful. Greg's job is to try and convince retailers to carry it. One incentive he decides to use is to undertake a large-scale advertising campaign touting the benefits of the product. He informs retailers that if they choose to carry the product, the company will mention them in their advertisements so interested consumers know where to go to find the product. Greg is using _________________ as an incentive to resellers.

Accepted Answer

Greg is using a dealer listing as an incentive, where retailers are mentioned in advertisements to direct consumers to their stores.

Quiz 17: Personal Selling and Sales Promotion