CSU MKT 300 Final Exam Study Guide
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What is personal selling? - answer Paid personal communication that
attempts to inform clients/customers and persuade them
What are the advantages of personal selling? - answer 1. You can
convey more information than other forms of promotion
2. Personal selling has a greater impact on buyers than advertising or
direct mail
What are the disadvantages of personal selling? - answer 1. You cannot
reach as many customers as quickly
2. It is expensive, especially when considering the salesperson's salary,
commission, bonus, and travel time
What are the steps in the Personal Selling Process? - answer 1.
Prospecting
2. Pre-approach
3. Approach
4. Making the presentation
5. Overcoming objections
, 6. Closing the sale
7. Following up
What is sales promotion? - answer The use of incentive techniques that
create a perception of greater brand value among customers, the trade,
and business buyers
What is the intent of sales promotion? - answer To create a short-term
increase in sales
How do you stimulate demand? - answer 1. Make extra incentives
2. Consider price-value relationship
3. Make limited time offers
What is a price-value relationship? - answer The connection consumers
make between price and quality, where products with a higher price are
commonly perceived to be of better quality
What are the steps in a Limited Time Factor Reactance Theory? -
answer 1. Have freedom
2. Freedom taken away
3. Want it more
With complete verified solutions
(Guaranteed Pass)
What is personal selling? - answer Paid personal communication that
attempts to inform clients/customers and persuade them
What are the advantages of personal selling? - answer 1. You can
convey more information than other forms of promotion
2. Personal selling has a greater impact on buyers than advertising or
direct mail
What are the disadvantages of personal selling? - answer 1. You cannot
reach as many customers as quickly
2. It is expensive, especially when considering the salesperson's salary,
commission, bonus, and travel time
What are the steps in the Personal Selling Process? - answer 1.
Prospecting
2. Pre-approach
3. Approach
4. Making the presentation
5. Overcoming objections
, 6. Closing the sale
7. Following up
What is sales promotion? - answer The use of incentive techniques that
create a perception of greater brand value among customers, the trade,
and business buyers
What is the intent of sales promotion? - answer To create a short-term
increase in sales
How do you stimulate demand? - answer 1. Make extra incentives
2. Consider price-value relationship
3. Make limited time offers
What is a price-value relationship? - answer The connection consumers
make between price and quality, where products with a higher price are
commonly perceived to be of better quality
What are the steps in a Limited Time Factor Reactance Theory? -
answer 1. Have freedom
2. Freedom taken away
3. Want it more
