Personal Selling Quiz
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Questions and Answers

What are sales objectives typically related to?

  • Product development, pricing strategy, or distribution channels
  • Customer satisfaction, employee retention, or advertising
  • Brand awareness, social media engagement, or website traffic
  • Sales volume, market share, or profit (correct)

    • What is an example of a trade-sales-promotion method?

  • Consumer contests and games
  • Free samples and premiums
  • Shopper loyalty and frequent-user incentives
  • Buy-back allowances (correct)

    • What is a key consideration in managing sales territories?

  • Ignoring customer feedback and contracts
  • Creating territories with similar sales potential (correct)
  • Focusing solely on non-selling time
  • Maximizing personal selling time

    • What is the purpose of sales promotion?

    <p>To induce resellers or salespeople to sell a product or consumers to buy it</p> Signup and view all the answers

    What is a method used to encourage customers to purchase a specific product?

    <p>Coupons</p> Signup and view all the answers

    Sales objectives should not be stated in precise, measurable terms

    <p>False</p> Signup and view all the answers

    Training for the sales team can only be done in the field, not at educational institutions or online

    <p>False</p> Signup and view all the answers

    Compensation plans for salespeople should not include a combination of straight salary and commission

    <p>False</p> Signup and view all the answers

    Sales objectives provide salespeople with direction and purpose and should be stated in precise, measurable terms. Objectives are usually developed for the total sales force and for individual salespeople, and are typically related to sales volume, market share, or ___________.

    <p>profit</p> Signup and view all the answers

    Determining sales force size is important in order to maximize sales and profits. Recruiting and selecting salespeople should be done from several sources, and training should be provided to ensure that the sales team is informed and ___________.

    <p>proficient</p> Signup and view all the answers

    To motivate salespeople, additional programs beyond financial compensation are necessary, such as enjoyable working conditions, power and authority, job security, opportunity to excel, sales contests, and ___________ programs.

    <p>incentive</p> Signup and view all the answers

    What are some common methods of sales promotion?

    <p>Common methods of sales promotion include coupons, cents-off offers, money refunds and rebates, frequent-user incentives, point-of-purchase displays, demonstrations, free samples, premiums, consumer contests and games, and consumer sweepstakes.</p> Signup and view all the answers

    What are some trade-sales-promotion methods used by manufacturers to incentivize retailers and sales personnel?

    <p>Trade-sales-promotion methods include buy-back allowances, scan-back allowances, merchandise allowances, cooperative advertising, dealer listings, free merchandise, dealer loaders, premium money, and sales contests.</p> Signup and view all the answers

    What are some considerations in managing the sales force?

    <p>Considerations in managing the sales force include establishing precise and measurable sales objectives, determining the optimal sales force size, recruiting and selecting sales personnel, providing training, designing a flexible and equitable compensation plan, motivating salespeople, creating sales territories, and controlling and evaluating performance.</p> Signup and view all the answers

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