Marketing 3000 Chapter 13

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

Sales force management

A(n) __________ is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines.

product sales force structure

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

Approach

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

Preapproach

__________ 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.

Presentation

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

Event marketing

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

Follow-up

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

Handling objections

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

Sales promotion

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

Team selling

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

The selling process

A consumer promotion is __________.

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

A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries.

customer sales force structure

A(n) __________ is salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers.

inside sales force

A territorial sales force structure is a sales force organization ________.

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

Closing is ________.

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

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

A business promotion

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

A salesperson

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

A trade promotion

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

Personal selling