BUSML 3150 Chapter 13
The people in a company who do the selling go by many names. Which is NOT one of these names?
Brand managers
Whereas advertising offers reasons to buy a product or service, sales promotion offers reasons to ________.
Buy now
The sales force sells products by engaging customers and learning about their needs, presenting solutions, answering objections, negotiating prices and terms, closing sales, servicing accounts, and ________.
Maintaining account relationships
Which of the following statements about personal selling is correct?
Many customers are unable to distinguish the salesperson from the company.
A salesperson's role as a(n) ________ demands creative selling, social selling, and relationship building.
Order getter
During the ________ step, the salesperson learns what the prospect needs, who is involved in the buying, and what their characteristics and buying style are.
Preapproach
At which step of the selling process does the salesperson tell the "value story" to the buyer, showing how the company's offer solves the customer's problems?
Presentation
Personal selling involves a multiple-step process. The first step is _________ and the last step is __________.
Prospecting and qualifying; follow-up
Which of the following are four the major types of sales promotion tools?
Consumer, trade, business, and sales force
___________ are promotional tools that can be used to attract consumers.
Rebates, coupons, price packs, and samples
Which is an example of a consumer promotion tool?
Sweepstakes
Which of the following identifies the six major sales force management steps in the correct order?
Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople
During the presentation and demonstration step in the personal selling process, the salesperson needs to be prepared to _________.
Handle objections
Personal selling can be very effective in complex selling situations because it involves ________ interactions and engagement between salespeople and individual customers.
Interpersonal
The performance difference between an average salesperson and a top salesperson can be substantial. Therefore, at the heart of any successful sales force operation is the _______ of good salespeople.
Recruitment and selection
After sales promotion campaign objectives are set, the next steps are ________, and then __________.
Selecting tools; developing and implementing the sales promotion program
After determining the type of promotion to use, marketers then must decide on the _______ and the ______.
Size of the incentive; conditions for participation
The fastest-growing sales trend is the explosion in ________, which is using digital platforms and sales tools in selling.
Social selling
_______ is the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.
Social selling
Strong relationships with the salesperson will result in ________.
Strong relationships with the company and its products
As products become more complex and as customers grow larger and more demanding, most companies now use ________ to service large, complex accounts.
Team selling
The typical personal selling process consists of seven specific steps. The steps in the selling process are ________-oriented. The aim is to help salespeople close a specific sale with a customer.
Transaction
Companies often divide sales responsibilities along three lines. These are a ________ sales force structure, which can also be combined.
Territorial, product, or customer
Closing a sale with a particular customer is a short-term ________ orientation, but the selling process must also take a ________ orientation and look at the long term.
Transactional; relationship
