Jose went skiing one weekend with several of his friends. While at the slope, Jose injured his leg and needed to see a doctor. Jose is likely going to view solutions to his problem as
A) specialty products.
B) installations.
C) unsought products.
D) shopping products.
E) convenience products.
Question 2Scenario 18.2
Use the following to answer the questions.
The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and JCPenney, through its own sales force. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the United States. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials that demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the sales force will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a 5 discount for each grill that the store purchases after the 60-day promotion is over.
Refer to Scenario 18.2. Which of the following are consumer sales promotion methods that Presto is using for the new stovetop grill?
A) Television commercials and the customer contest
B) Television commercials and the in-store rebate
C) The customer contest and the in-store rebate
D) The sales force contest and the in-store rebate
E) The sales force contest and the customer contest
Question 3As Beth and Rob search for a new home, they are interested only in houses built by a particular builder. This purchase is characteristic of a(n) ____ product.
A) branded
B) non-durable
C) unique
D) shopping
E) specialty
Question 4Scenario 18.2
Use the following to answer the questions.
The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and JCPenney, through its own sales force. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the United States. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials that demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the sales force will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a 5 discount for each grill that the store purchases after the 60-day promotion is over.
Refer to Scenario 18.2. Presto appears to be using ____ to educate its sales force.
A) formal sales training
B) on-the-job training
C) negative motivation
D) territorial meetings
E) recruiting training
Question 5David Wilson is an avid collector of Major League Baseball memorabilia. He greatly desires to own the special bat that got the slugger Sammy Sosa a seven-game suspension due to its illegal contents. This is an example of a(n) ____ product.
A) shopping
B) unique
C) specialty
D) historical
E) unsought
Question 6Scenario 18.2
Use the following to answer the questions.
The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and JCPenney, through its own sales force. Kerry Wilson is one of Presto's salespeople, and is responsible for stores headquartered in Region 1 of the United States. Kerry has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials that demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the sales force will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a 5 discount for each grill that the store purchases after the 60-day promotion is over.
Refer to Scenario 18.2. Kerry and the other salesforce members are best described as a ____ sales force.
A) technical
B) missionary
C) trade
D) field
E) pioneer
Question 7A specialty product
A) requires minimal effort to purchase.
B) is purchased frequently.
C) requires purchase planning, and the buyer will not accept substitutes.
D) is generally less expensive than other items in the same product class.
E) prompts the purchaser to make comparisons among alternatives.
Question 8Scenario 18.1
Use the following to answer the questions.
Jafrum, Inc is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15 in the coming year by adding new customers. Sean's current compensation is based on a 1,000 per month draw, plus 5 of all sales over 100,000. His salary last year totaled 42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15 of all sales, but no draw.
Refer to Scenario 18.1. Currently, Sean's compensation is based on the ____ plan; however, he is considering changing to the ____ plan.
A) straight salary; salary plus commission
B) straight commission; straight salary
C) salary plus commission; straight commission
D) salary plus bonus; straight bonus
E) straight bonus; straight commission
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