How can personal selling costs be controlled

Assignment Help Marketing Management
Reference no: EM13746651

Question 1: Best Buy instituted a system in all of its stores that customizes their product offerings for the five key customer segments it has identified: affluent professional males, young entertainment enthusiasts, upscale suburban moms, families who are practical technology adopters, and small businesses with fewer than 20 employees. This focus implies that Best Buy is:

ethnocentric.

demand-based.

sales-centric.

supply based.

customer-centric.

Question 2: Media vehicles like People magazine and The Chicago Tribune appeal to a wide cross section of the population. In contrast, Self magazine and The Food Network have high levels of:

longevity.

audience selectivity.

geographic selectivity.

flexibility.

market singularity.

Question 3: Joe Elias sells for Rush Beverages. He is trying to convince retailers to carry his company's Ginseng Rush, a new all-natural beverage that delivers an energy punch without caffeine. When he gets retailers to agree to stock his product, he asks them for the names of other retail operations that might be interested in carrying it. He is using _______ to get his sales leads.

networking

cold calls

referrals

direct marketing

noncompeting sales

Question 4: How can personal selling costs be controlled?

By increasing the time that the sales force spends on personal selling.

By adjusting the size of the sales force en masse.

By offering the sales force benefits such as stock options.

By dropping and replacing the entire sales force.

By adjusting the size of the sales force in one-person increments.

Question 5: Walmart captures point-of-sale transactions from thousands of stores in several countries and continuously transmits these data to its massive data warehouse. Walmart allows more than 3,500 suppliers to access data on their products and perform data analyses. These suppliers use the data to identify customer buying patterns at the store level. They use this information to manage local store inventory and identify new merchandising opportunities. Both Walmart and its suppliers are engaged in:

information formatting.

database enhancement.

data mining.

data shading.

descriptive modeling.

Question 6: Consultative selling:

uses limited sales planning.

uses a "lone wolf" approach to selling.

sells advice, assistance, and counsel rather than products.

uses short-term follow-ups, which focus on product delivery.

emphasizes closing the sale during the sales presentation.

Question 7: Why do companies with new brands that have a small market share tend to spend proportionately more for advertising and sales promotions compared to those with a large market share for existing products?

As a result of experiential marketing research

To create the appropriate level of institutional advertising

To determine which executional appeal is the most effective

To achieve a certain minimum level of exposure to measurably affect purchase habits

To prevent product cannibalization

Question 8: Guilden Corporation has instructed its new salesperson that she is responsible for selling five display cases with infrared heating capability per week, plus calling on five current and 10 potential customers. These objectives comprise her:

promotion goal.

fulfillment.

quota.

contribution.

potentiality.

Question 9: The Jefferson Smurfit Company is a multi-billion-dollar supplier of packaging materials. One of its salespeople rearranged production schedules at three different plants to satisfy an unexpected demand for boxes from General Electric. The salesperson's action is typical of the company's sales philosophy and indicates an emphasis on:

consultative selling.

relationship selling.

adaptive selling.

transformational selling.

transactional selling.

Question 10: The many uses of OxiClean products are shown in a program-length television commercial. This is a(n) _________ form of advertising.

mega-mercial

ad expander

infomercial

prolonged ad

extended sales pitch

Question 11: The most popular sales incentives are ________.

cash awards

vacations

plaques and trophies

stock options

public recognition in front of family and peers

Question 12: The UPS Store's advertising "What Can Brown Do For You" whiteboard campaign tells business consumers that when it comes to getting their products delivered somewhere, UPS can help. The advertising is focusing on:

creating advertising appeal.

production implementation.

a product mission.

creating product loyalty.

a product benefit.

Question 13: M&M's famous slogan, "melts in your mouth, not in your hand," is an example of a(n):

unique selling proposition.

advertising objective.

basis for lifestyle strategy.

promotional mix.

basis for comparative advertising.

Question 14: Martina buys cola every week at the grocery store, but she always buys whatever is on sale. Coca Cola, Pepsi, RC Cola--it doesn't matter to her. She is happy with whatever costs the least. Martina would be characterized as a:

loyal customer.

competitor's customer.

price buyer.

cherry picker.

freeloader.

Question 15: Cranium, the Seattle-based toy company, has recently introduced Giggle Gear, a toy designed to let kids' imagination run wild. With the face and headpieces that make up Giggle Gear, kids can change themselves into aliens, fairies, bugs and robots. What type of advertising will this company be using to promote this new toy?

Pioneering

Innovative

Promotional

Start-up

Comparative

Question 16: Exxon Mobil has launched a series of ads promoting its commitment to alternative energy sources during a time when the company is recording record profits while consumers struggle with high gas prices and environmentalists are concerned that burning fossil fuels is contributing to the acceleration of global warming. This is an example of ________ advertising.

global

homogeneous

pioneering

advocacy

image

Question 17: Lopez is the largest Hispanic-owned meat processor in the United States. To assist retailers in marketing its products, Lopez provides point-of-sale materials and offers special introductory discounts to retailers. Lopez uses:

functional marketing.

relationship selling.

consumer promotions.

startup marketing.

trade promotions.

Question 18: Danita is in charge of new business development for her advertising agency. She recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches her agency would use to differentiate Northwest Medical from its competition. Danita ended the presentation by asking, "When would you like our firm to begin working on your new brand awareness campaign?" In which stage of the selling process would such a question most likely be asked?

Closing the sale

Follow-up

Dealing with cognitive dissonance

Handling the objection

Qualifying the prospect

Question 19: The biggest category of sponsorships involves __________, which accounts for almost 68 percent of spending in sponsorships.

education

arts and festivals

political causes

sports

music

Question 20: Boeing is one of the largest aircraft manufacturers in the world. The company sells aircrafts to airlines around the world, such as Delta, China Air, and AirFrance. You would expect Boeing to rely on ________ to promote its airplanes.

publicity

advertising and sales promotion

sales promotion

personal selling

product innovations and direct marketing.

Reference no: EM13746651

Previous Q& A

  Wall street journal project instructions

Required to read and analyze 5 recent articles from the Wall Street Journal, each covering a different topic addressed in the course. You will then write a 1-page review of each article.

  Differences between an open economy and a closed economy

Describe the process as to how GDP can increase once a closed economy opens up to the rest of the world. How does this opening up of the closed economy affect domestic prices and economic welfare?

  Create powerpoint of achievement of civil rights in society

create a PowerPoint presentation of progress (or lack of progress, if you wish) made toward the achievement of civil rights of these and other groups in society.

  Pedagogical objectives of a simulation game in marketing

Reflections of Simulation Game Starting-Your company's simulation game objectives/goals(silver tech)

  The camels rating system

The Glass-Steagall Act was passed into law - the CAMELS rating system, the letter C stands

  Who are the relevant market and nonmarket stakeholders

Case: A Brawl in Mickey's Backyard, Who are the relevant market and nonmarket stakeholders in this situation

  Why gutenberg bible considered one of most significant book

Why is the Gutenberg Bible considered one of the most significant printed books in history?

  How did the european views of asia change from 1650-1850

How did the European views of Asia change from 1650-1850, and what were the causes?

  Measures of effectiveness at meeting goals

Measures of effectiveness at meeting goals and operational performance indicators related to internal conditions

  Was scientific revolution intended to be a war on religion

Was the Scientific Revolution intended to be a war on tradition and religion? Explain including notable works, theories, and figures.

Reviews

Write a Review

 

Similar Q& A

  Explain breakeven analysis for a cookie store

Explain Breakeven Analysis for a cookie store and How many cookies would we have to sell each day to break even if we sold our cookies at $1 apiece and had the following expenses

  Explain ebusiness legal and ethical social issues

Discuss organizational ethical processes as well as regulatory and legal rulings that might affect consumer trust when using an e-Business website.

  Consider an ethical dilemma you or someone you know faced

address the following in a three-page paperconsider an ethical dilemma you or someone you know faced recently and

  Read the required article ldquotns survey shows us

read the required article ldquotns survey shows u.s. consumers less likely to consider purchasing japanese or korean

  Target market assignment

Target Market Assignment

  How has the internet affected price considerations

How has the Internet affected price considerations? Analyze several different industries, such as airlines, sales, hotel reservations, and book sales and

  Explian consumer decision making process

Business Environment and Marketing Research: Using the Waters Bottling Company, continue to build the Marketing Plan Sections for the product you have selected/ invented/ created

  Question 1case study the retail landscape has undergone a

question 1case study the retail landscape has undergone a lot of changes in the last 15 years in mauritius. the

  Develop a marketing plan on a product or service

Develop a marketing plan on a product or service and describe Product applications in marketing, Role of Internet in marketing the product, Consumer profile, Naming the product, Conclusion.

  Case study in l l bean company

Write case study in l.l.bean company 300 words

  Explain general environment of business

Explain General Environment of Business and discuss one key trend from each of the categories from the General Environment segments that will likely have a significant impact on the industry in the next five years

  Explain product lifecycle of ipod and hummer or playstation

Explain Product Lifecycle of Ipod and Hummer or Playstation- Marketing and Provide recommendation for additional actions

Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd