MKT 201: Chpt #15: The Promotion Mix: Personal Selling & Sales Promotion

_______ is the one-on-one interaction between a company representative and the buyer.

A. Sales promotion

B. Personal selling

C. Professional selling

D. Public relations

Personal selling

With a _______ compensation structure, salespeople typically have the chance to earn higher compensation, but it also can lead to burnout as total compensation is tied to performance.

A. Salary

B. Commission only

C. Salary and commission blend

D. Salary, commission, and bonus

Commission only

_____ is a promotional strategy focused on inducing sales in the short term.

A. Personal selling

B. Public relations

C. Advertising

D. Sales promotion

Sales promotion

What is the biggest difference between a prospect and a sales lead?

A. A prospect is a qualified sales lead who is close to buying.

B. A prospect is a strong potential customer; a sales lead is a prospect that is strong enough to make it into a company’s database.

C. A sales lead is someone who has purchased a product in the past.

D. A sales lead is someone whom the company has spoken with on the phone.

A prospect is a strong potential customer; a sales lead is a prospect that is strong enough to make it into a company’s database.

The Chris Automotive sales team prides themselves on adapting their selling style to different customers. When meeting with an analytical customer, the Chris Automotive team focuses on the attributes of the product. When they meet with a client that values trust and transparency, the team will spend time building the relationship before asking for business. Chris Automotive is likely using a(n) _______ selling style.

A. Consultative

B. Formula

C. Stimulus-response

D. Adaptive

Adaptive