Chapter Questions
What is personal selling? How does personal selling differ from other types of promotional activities?
What are the primary purposes of personal selling?
Identify the elements of the personal selling process. Must a salesperson include all these elements when selling a product to a customer? Why or why not?
How does a salesperson find and evaluate prospects? Do you consider any of these methods to be ethically questionable? Explain.
Are order getters more aggressive or creative than order takers? Why or why not?
Why are team selling and relationship selling becoming more prevalent?
Identify several characteristics of effective sales objectives.
How should a sales manager establish criteria for selecting sales personnel? What do you think are the general characteristics of a good salesperson?
What major issues or questions should management consider when developing a training program for the sales force?
Explain the major advantages and disadvantages of the three basic methods of compensating salespeople. In general, which method would you prefer? Why?
What major factors should be taken into account when designing the size and shape of a sales territory?
How does a sales manager, who cannot be with each salesperson in the field on a daily basis, control the performance of sales personnel?
What is sales promotion? Why is it used?
For each of the following, identify and describe three techniques and give several examples: (a) consumer sales promotion methods and (b) trade sales promotion methods.
What types of sales promotion methods have you observed recently? Comment on their effectiveness.