Question 1

What is sales promotion? What are the objectives of sales promotion?

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Question 2

Consumer sales promotion seeks to reach new users,keep current users,and entice users to stock up.It can also be used to reinforce advertising for the good or service.Name and define four popular consumer sales promotional tools.

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Question 3

You are the sales promotion manager for the Pal-o-matic,an automated pallet dispenser used in grocery warehouses.Your company uses a push strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for the Pal-o-matic.

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Question 4

Franco Ziffarelli is a salesperson for Allied Pets,a company that sells veterinarian supplies.He has a prospect who is showing interest in learning more about his company's products,so now he must qualify this sales lead.What will Franco do?

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Question 5

Business-to-business marketers use many of the same sales promotion tools used in consumer promotions.There are several tools,however,that are unique to these marketers.Name and briefly describe five of these unique sales promotion tools.

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Question 6

You are the sales promotion manager for Vita-Balls,a new children's vitamin that is designed to be chewed like gum.Your company uses a pull strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for Vita-Balls.

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Question 7

Personal selling offers several advantages over other forms of promotion.List four of these advantages.

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Question 8

What are the tasks in the sales management process?

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Question 9

You are the sales manager for Allied Pets,a manufacturer of veterinarian supplies.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

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Question 10

Franco Ziffarelli is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

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Question 11

There are three basic compensation methods for salespeople.Name and define the three methods.Under what conditions might companies use each type of plan?

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Question 12

Oakley Grove and Abraham Enterprises both market oranges and grapefruits.Oakley Grove has been in business for almost 40 years,while Abraham Enterprises has been selling citrus fruit for only about 18 months.Abraham Enterprises would like to take away business from Oakley Grove,and Oakley Grove wants to retain all of its customers.Explain which sales promotions each should emphasize in its marketing mix.

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Question 13

Raul earns a 20 percent commission on every sale he makes to supplement his base income of $20,000.This is an example of a straight commission system.

Accepted Answer

This is not an example of a straight commission system because Raul has a base income of $20,000 in addition to earning commissions, indicating a base plus commission structure.

Question 14

Certain customer and product conditions indicate personal selling might work better than other forms of promotion.List four of these conditions.

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Question 15

The first step in the personal selling process is sales lead generation.Define lead generation.Then explain why referral is a superior method for generating leads.

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Question 16

Compare and contrast traditional personal selling and relationship selling.

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Question 17

The final stage of sales management is evaluating the effectiveness and performance of the sales force.

Accepted Answer

This is true. Evaluating the effectiveness and performance of the sales force is a crucial step in sales management. It helps identify areas that need improvement, recognize top performers, and make informed decisions for the future.

Quiz 15: Sales Promotion and Personal Selling