Chapter 13

sales force management

refers to analyzing, planning, implementing, and controlling sales force activities.

a consumer promotion is

a ales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships.

closing

is the sales step in which a salesperson asks the customer for an order.

sales promotion

is the short-term incentives used to encourage the purchase or sales of a product or service.

product sales force structure

an _____ is a sales force organization in which salespeople specialize in selling only a portion of the company's products or line.

the selling process

is the steps that salespeople follow when selling, which include prospecting and qualifying, pre approach, approach, presentation and demonstration, handling objections, closing, and follow-up

customer sales force structure

an ____ is a sales force organization in which salespeople specialize in selling only to certain or industry.

personal selling is

presentations by the firm's sales force for the purpose of making sales and building customer relationships.

a business promotion

is a sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople

follow-up

is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business.

pre approach

is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call.

Event marketing

referes to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

handling objections

______ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying.

a trade promotion

is a sales promotion tool used to persuade resellers to carry an brand, give it shelf space, promote it in advertising, and pus it to customers.

presentation

is the sales step in which a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

team selling

is using teams of people from sales, marketing, engineering, finance, tech support, and even upper management to service large, complex accounts.

a salesperson

represents a company to customer by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering and relationship building

inside sales force

an_____ is a salepeple who conduct business form their offices via telephone, the internet, or visits from prospective buyers.

approach

is the sales step in which a salesperson meets the customer for the first time.

A territorial sales force structure is a sales force organization

that assigns each salesperson to an exclusive territory in which that salesperson sells the coampany's full line.