Marketing ch. 13
Which of the following statements regarding sales promotions is correct?
In the current economy, consumers have become more deal-oriented. Consumers are demanding lower prices and better deals. Sales promotions can help attract today's more thrift-oriented consumers.
Promotional tools offered to consumers include ________.
These include, but are not limited to, rebates, coupons, price packs, and samples.
sales promotion program
consumer promotion tools, trade promotion tools or business promotion tools.
sales promotions should be?
consumer relationship building
6 steps of sales force management
designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople.
As an element of the promotion mix, the sales force is ________ and carrying out such activities as prospecting, communicating, selling and servicing, and information gathering.
effective in achieving certain marketing objectives
With companies becoming more market-oriented, the sales force plays a key role in ________ and __________________________.
engaging customer; developing and managing profitable customer relationships
sales force sells products by?
engaging customers, presenting its offerings, answering objections, negotiating prices and terms, closing sales, servicing accounts, and maintaining account relationships
Social selling
fastest growing sales trend
online, mobile and social media technologies
helping to make sales forces more efficient, cost effective and productive.
1st step in selling process
prospecting and qualifying. prospecting during which sales people identify qualified potential customers.
7 steps of selling process
prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.
new digital technologies
providing salespeople with powerful tools for identifying and learning about prospects, engaging customers, creating customer value, closing sales, and nurturing customer relationships.
value-selling
requires listening to customers, understanding their needs, and carefully coordinating the whole company's efforts to create lasting relationships based on customer value.
After sales promotion campaign objectives are set, the next steps are ________, __________, and then __________________________.
selecting tools; developing and implementing the sales promotion program
4 sales force structure
territorial, product, customer, and complex
transaction-oriented
the aim is to help salespeople close a specific sale with a 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