Personal selling likely to be most important when

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Reference no: EM132265604

1. Which is wrong about personal selling strategies:

- technological advances have the sales job more complex than every before.

- “salespersons” are often technical experts, e.g., engineers, pharmacists, etc., not just old-fashioned salespeople.

- personal selling has become more routinized, i.e., more regular calls on purchasing agents.

- sales teams are becoming increasingly popular.

2. Personal selling likely to be most important when:

- the distribution network is well established (as opposed to poorly established).

- prices are negotiable (instead of fixed list prices) because of industry competition.

- the product is simple (as opposed to complex), requiring no demonstration.

- the target market is composed of thousands of small customers (as opposed to 50 large customers).

3. Which activity is NOT typical for a sales assistant?

- call ahead and confirm appointments

- determine price points

- complete administrative tasks

- follow up on deliveries

4. An advantage of the straight commission compensation plan is that it:

- minimizes fluctuations in salesperson’ earnings.

- stimulates missionary selling, i.e., seeking out new customers.

- reduces the cost of selling as a percentage of net sales.

- encourages the salesperson to sell aggressively.

Reference no: EM132265604

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