Page 28 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management

Notes 4. Giving testimonials is a popular kind of approach. It is known as ………………..approach.
5. If a prospect is postponing the purchase date due to unavailability of cash, this refers to
objection on……………………

6. If a salesperson assures you on financial assistance on purchase, such type of close is
called…………………..close.
7. In……………stage of the AIDAS theory of personal selling, customers get awareness of
the product.
8. In AIDAS, as in AIDAS theory of selling, ‘D’ stands for…………………..
9. In a ………………. selling situation, customers are already aware of the brand.

10. …………………stage of AIDAS model is most important from relationship management
point of view.

1.10 Review Questions

1. In old times, the only problem was to produce goods for consumers which were sold out
without any difficulty. Why do you think this happened?
2. Sales is the “cutting edge” of any business operations”. Comment

3. “Sales professionals ultimately have more control of their lives, personally, professionally
and financially.” Do you agree? Give reasons.
4. “The old cliché is that a good salesperson can sell sand in the desert”. Do you believe in the
statement? Is the role of salespersons overstated?
5. “Marketing starts with the needs of the consumers and ends with their satisfaction.”
Keeping the statement in mind, can you draw a relationship between sales and marketing?

6. Discuss the concept of ‘personal selling as an art of persuading consumers and providing
delight’. With this make a distinction between salesmanship and personal selling.
7. “Personal selling involves an alive, immediate and interactive relationship building”.
Comment
8. “Buyers are becoming more sophisticated, knowledgeable and demanding”. What are the
companies doing to handle this?
9. Explain selling process to sell a club membership.
10. Discuss a hypothetical selling scenario from banking to explain the concept of
developmental selling and service selling.
11. Suppose you are a salesperson in DRS Bank. You are responsible for generating business
for the credit card division of the bank. Discuss the sales process that you will follow (in
brief).
12. During a sales process, what objections can the prospects have? How can a salesperson
handle these objections?

Answers: Self Assessment

1. Sales management 2. Selling
3. Direct Marketing 4. Referral

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