BCOR 350 Exam 4 (quizzes)

once the company has set its structure, what is the next strategic decision it faces

sizing the sales force

according to the text, what is the fastest-growing sales trend today

social selling

which of the following statements about personal selling is correct

many customers are unable to distinguish the salespeople from the company

what are the four elements of a compensation plan for salespeople

a fixed amount, a variable amount, expenses, and fringe benefits

tools that can be used as both consumer and trade promotions

contests, premiums, and displays

Procter & Gamble organizes its sales reps into teams, and each team is assigned to a major account (such as Safeway or Walmart). Which type of sales force structure is P&G using in this example

customer

the concept of salesperson-owned loyalty means that:

customers become loyal to salespeople as well as the companies they represent

some companies still treat sales and marketing as separate functions. One effect this can have is to:

damage customer relationhips

what is the first decision made in sales force managment

designing sales force strategy and structure

sales reports, call reports, and expense reports are all used in the process of _____ salespeople

evaluating

Delta Faucet partnered with Warrior​ Dash, which sponsored several 5k mud run races around the country over the summer. At each​ event, Delta built a huge custom shower​ station, complete with 184 Delta​ showerheads, where​ mud-soaked competitors could meet and wash off after the race. This is an example of which type of​ promotion?

event marketing

is an objective for business promotions

generating business leads

what is the focus of the selling process

getting new customers

is an objective for trade promotion

getting retailers to carry new items and more inventory

after the presentation and demonstration step in the sales process, a salesperson should next be prepared to __________

handle objects

Which of the following would NOT be a consideration for decision making in designing the full sales promotion​ program?

how to set it apart from other promotion mix elements

in complex selling situations, personal selling can be very effective because it is:

interpersonal

one consumer promotion tool is _______, which are goods offered free or at a low cost as an incentive to buy a product

premiums

______ identifies qualified potential customers and is the first step of the personal selling process

propecting

many manufacturers have to pay retailers to get shelf space. This is an example of which type of promotion?

push money

One study found that the best salespersons have four traits in​ common: intrinsic​ motivation, a disciplined work​ style, the ability to close a​ sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force​ management?

recruiting and selecting salespeople

Helping salespeople to open double quote"work smartclose double quote" by doing the right things in the right ways is the goal of​ __________, whereas getting them to work hard is the goal of​ __________.

supervision;motivation

during a sales presentation, which of the following would best fit a relationship marketing approach

tell a value story

which of the following statements is true regarding salespeople

the best salespeople are the ones who work closely with customers for mutual gain

when the only goal of personal selling is to close a sale, a company is using a(n) ________ approach

transaction-oriented