APR 241 TEST 2 PRACTICE QUESTIONS
WITH COMPLETE SOLUTIONS
◉ objective of personal selling
Answer: relationship building with long term benefits
◉ types of personal selling
Answer: selling to other businesses, selling to retailers, selling to
customers
◉ Personal Selling Advantages
Answer: instant feedback, ability to adjust, time flexible, good for
high priced items
◉ personal selling drawbacks
Answer: labor intensive, time consuming, poor reputation,
requires sales exec with the right personality
◉ tradeshows
Answer: exhibitions where manufacturers, dealers and buyers can
meet for demonstration
◉ where are booths and exhibits
Answer: tradeshows
, ◉ packaging
Answer: the last things a customer sees before purchasing a
product
◉ sales promotion
Answer: anything that enhances the consumer buying the product
◉ sales promotion strategies
Answer: push and pull
◉ push strategy
Answer: producer, marketing communications, resellers,
marketing communications, end users
◉ pull strategy
Answer: producer, end users, request products, resellers, request
products
◉ push strategy function
Answer: designed to secure the cooperation of retailers
◉ pull strategy function
WITH COMPLETE SOLUTIONS
◉ objective of personal selling
Answer: relationship building with long term benefits
◉ types of personal selling
Answer: selling to other businesses, selling to retailers, selling to
customers
◉ Personal Selling Advantages
Answer: instant feedback, ability to adjust, time flexible, good for
high priced items
◉ personal selling drawbacks
Answer: labor intensive, time consuming, poor reputation,
requires sales exec with the right personality
◉ tradeshows
Answer: exhibitions where manufacturers, dealers and buyers can
meet for demonstration
◉ where are booths and exhibits
Answer: tradeshows
, ◉ packaging
Answer: the last things a customer sees before purchasing a
product
◉ sales promotion
Answer: anything that enhances the consumer buying the product
◉ sales promotion strategies
Answer: push and pull
◉ push strategy
Answer: producer, marketing communications, resellers,
marketing communications, end users
◉ pull strategy
Answer: producer, end users, request products, resellers, request
products
◉ push strategy function
Answer: designed to secure the cooperation of retailers
◉ pull strategy function
