Scenario 19.2 Use the Following to Answer the Questions

question 173

Multiple Choice

Scenario 19.2
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 J.C.Penney's,through its own salesforce.Kerry Wilson is one of Presto's salespeople,and is responsible for stores headquartered in Region 1 of the U.S.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 which 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 salesforce 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 19.2.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

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Definitions:

First Hundred Days

A term often used to measure the early effectiveness and achievements of a U.S. President's administration, originating from Franklin D. Roosevelt's rapid implementation of New Deal policies.

Regulated

Subject to rules, laws, or controls put in place by governing bodies to maintain order, safety, or standards.

Homeowners

Individuals who own the home in which they live, holding title to the property.

Father Charles Coughlin

A controversial Roman Catholic priest from Canada who became famous in the United States for his politically charged radio broadcasts in the 1930s.