The Role of Personal Selling and Sales Promotion in the Promotion Mix Question Content Area INTRODUCTION: Do you listen to the HP salesperson describing the company’s servers? Personal selling persuades customers to purchase products. Do you try buy-one-get-one-free sales? Do you visit social deal sites like Groupon? Sales promotion encourages product trial and purchase. Question Content Area INSTRUCTIONS: You will agree with some of these statements and disagree with others. You may find it hard to make a decision, but you should go ahead and make a choice. Record your answers next to the statement according to the following scale: Strongly Disagree (1), Disagree (2), Agree (3), or Strongly Agree (4). Strongly Disagree Disagree Agree Strongly Agree Question 1. The sales force is directly responsible for generating the organization’s sales revenue. 2. Sales objectives should be stated in precise, measurable terms and specify the time period and geographic areas involved. 3. Top management needs extensive feedback from the sales force to better understand customers. 4. Personal selling gives marketers the greatest freedom to adjust a message to satisfy customers’ information needs. 5. Personal selling is the least effective way to form relationships with customers. 6. Personal selling is the least expensive element in the promotion mix. 7. Customer information sharing through social media is impacting the nature of personal selling. 8. Personal selling is shifting from selling a specific product to building long-term relationships with customers. 9. Marketers often use sales promotion to facilitate personal selling, advertising, or both. 10. Marketers use sales promotion to identify and attract new customers, introduce new products, and increase reseller inventories. 11. Consumer sales promotion methods encourage consumers to patronize specific stores or try a particular product. 12. Sales promotion methods refer to coupons and samples only. 13. Manufacturers use trade sales promotion tools to motivate customers. 14. Sales promotion can increase sales by providing extra purchasing incentives. 15. When deciding on a sales promotion method, marketers consider the characteristics of the product and the target market. 16. The use of sales promotion has decreased dramatically over the past 30 years. 17. Competition from online retailers including Amazon has pushed retailers to use more sales promotion incentives.

The Role of Personal Selling and Sales Promotion in the Promotion Mix Question Content Area INTRODUCTION: Do you listen to the HP salesperson describing the company’s servers? Personal selling persuades customers to purchase products. Do you try buy-one-get-one-free sales? Do you visit social deal sites like Groupon? Sales promotion encourages product trial and purchase. Question Content Area INSTRUCTIONS: You will agree with some of these statements and disagree with others. You may find it hard to make a decision, but you should go ahead and make a choice. Record your answers next to the statement according to the following scale: Strongly Disagree (1), Disagree (2), Agree (3), or Strongly Agree (4). Strongly Disagree Disagree Agree Strongly Agree Question 1. The sales force is directly responsible for generating the organization’s sales revenue. 2. Sales objectives should be stated in precise, measurable terms and specify the time period and geographic areas involved. 3. Top management needs extensive feedback from the sales force to better understand customers. 4. Personal selling gives marketers the greatest freedom to adjust a message to satisfy customers’ information needs. 5. Personal selling is the least effective way to form relationships with customers. 6. Personal selling is the least expensive element in the promotion mix. 7. Customer information sharing through social media is impacting the nature of personal selling. 8. Personal selling is shifting from selling a specific product to building long-term relationships with customers. 9. Marketers often use sales promotion to facilitate personal selling, advertising, or both. 10. Marketers use sales promotion to identify and attract new customers, introduce new products, and increase reseller inventories. 11. Consumer sales promotion methods encourage consumers to patronize specific stores or try a particular product. 12. Sales promotion methods refer to coupons and samples only. 13. Manufacturers use trade sales promotion tools to motivate customers. 14. Sales promotion can increase sales by providing extra purchasing incentives. 15. When deciding on a sales promotion method, marketers consider the characteristics of the product and the target market. 16. The use of sales promotion has decreased dramatically over the past 30 years. 17. Competition from online retailers including Amazon has pushed retailers to use more sales promotion incentives.

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Question Content Area

INTRODUCTION: Do you listen to the HP salesperson describing the company’s servers? Personal selling persuades customers to purchase products. Do you try buy-one-get-one-free sales? Do you visit social deal sites like Groupon? Sales promotion encourages product trial and purchase.

Question Content Area

INSTRUCTIONS: You will agree with some of these statements and disagree with others. You may find it hard to make a decision, but you should go ahead and make a choice. Record your answers next to the statement according to the following scale: Strongly Disagree (1), Disagree (2), Agree (3), or Strongly Agree (4).

Strongly Disagree	Disagree	Agree	Strongly Agree	Question
				1. The sales force is directly responsible for generating the organization’s sales revenue.
				2. Sales objectives should be stated in precise, measurable terms and specify the time period and geographic areas involved.
				3. Top management needs extensive feedback from the sales force to better understand customers.
				4. Personal selling gives marketers the greatest freedom to adjust a message to satisfy customers’ information needs.
				5. Personal selling is the least effective way to form relationships with customers.
				6. Personal selling is the least expensive element in the promotion mix.
				7. Customer information sharing through social media is impacting the nature of personal selling.
				8. Personal selling is shifting from selling a specific product to building long-term relationships with customers.
				9. Marketers often use sales promotion to facilitate personal selling, advertising, or both.
				10. Marketers use sales promotion to identify and attract new customers, introduce new products, and increase reseller inventories.
				11. Consumer sales promotion methods encourage consumers to patronize specific stores or try a particular product.
				12. Sales promotion methods refer to coupons and samples only.
				13. Manufacturers use trade sales promotion tools to motivate customers.
				14. Sales promotion can increase sales by providing extra purchasing incentives.
				15. When deciding on a sales promotion method, marketers consider the characteristics of the product and the target market.
				16. The use of sales promotion has decreased dramatically over the past 30 years.
				17. Competition from online retailers including Amazon has pushed retailers to use more sales promotion incentives.

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