Marketing Chapter 13

Which of the following is true of a product sales-force structure?

A product sales-force structure is characterized by specialization along product lines

Price Packs

A toothpaste manufacturer that bands two products together, selling two for the price of one, is using the following consumer promotion tool to build short-term sales:

Product Sales-Force structure

Company X has separate sales forces for aviation, energy, transportation, and water processing products and technologies. They have most likely adopted a:

Territorial sales-force structure

Company X markets its products throughout the US using a network of regional sales offices. They are using a:

Final Buyers

a freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at:

Complex sales-force structure

companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a:

Business Promotions

conventions, trade shows, and sales contests are types of:

Market sales-force structure

if a company assigns individual teams of salespeople to big retail customers, it most likely has a:

Call Plan

sales managers use a call plan that shows which customers and prospects to pursue and which activities to carry out

Trade Promotions

sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers are collectively called:

Presenting Stage of the Selling Process

shows how a company's products can solve a customer's problems

Social Selling

the fastest-growing sales trend that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance

Prospecting

the step of the selling process that a salesperson or company identifies qualified potential customers

Handling Objections

the step of the selling process when a salesperson seeks out, clarifies, and overcomes any customer disapproval to buying

Which of the following is true of salespeople?

they represent a company to its customers by communicating and selling