Exam (elaborations) MAR 3023( MAR 3023) Exam. Questions and Answers. Chapter 18: Personal Selling and Sales Promotion | Florida Atlantic University

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Exam (elaborations) MAR 3023( MAR 3023) Exam. Questions and Answers. Chapter 18: Personal Selling and Sales Promotion | Florida Atlantic University.1. Identify and discuss the general steps in the p... ersonal selling process. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-02 Describe the basic steps in the personal selling process. NAT: AACSB: Communication | MKTG: Promotion MSC: Knowledge 2. List the three major types of salespeople and indicate how they differ. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-03 Identify the types of sales force personnel. NAT: AACSB: Communication | MKTG: Promotion MSC: Knowledge 3. What is the rationale for having sales force objectives, and how are they developed? ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Promotion | MKTG: Strategy MSC: Knowledge 4. Discuss why recruitment of salespeople should be a continuous activity. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Promotion | MKTG: Strategy MSC: Knowledge 5. Explain the major issues to consider when developing a sales training program. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Strategy MSC: Knowledge 6. Identify the major features of effective sales force compensation plans. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Strategy MSC: Knowledge 7. List three major types of sales force compensation methods. What are the advantages and disadvantages of each? ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Strategy MSC: Knowledge 8. Identify and describe several ways to motivate sales personnel. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Strategy MSC: Knowledge 9. Discuss the major factors to consider when designing sales territories. ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Promotion | MKTG: Strategy MSC: Knowledge 10. Explain how a salesperson's performance can be evaluated. ANS: Answer not provided. PTS: 1 DIF: Easy OBJ: 18-05 Understand sales management decisions and activities. NAT: AACSB: Communication | MKTG: Strategy MSC: Knowledge 11. How has the expenditure of promotional dollars on advertising, consumer sales promotion methods, and trade sales promotion methods changed in recent years? ANS: Answer not provided. PTS: 1 DIF: Moderate OBJ: 18-06 Explain what sales promotion activities are and how they are used. NAT: AACSB: Reflective Thinking | MKTG: Promotion MSC: Knowledge [Show More]

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