Marketing Chapter 13 Warm-up (exam 2)

Which of the following lists the six major sales force management decision steps in their correct​ order? A. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, evaluating​ salespeople, compensating​ salespeople, and supervising salespeople B. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople C. Recruiting and selecting​ salespeople, training​ salespeople, designing sales force strategy and​ structure, evaluating​ salespeople, compensating​ salespeople, and supervising salespeople D. Evaluating​ salespeople, designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, and

B. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople

Promotional tools offered to consumers include​ ________. A. ​coupons, rebates,​ off-list discounts, and price packs B. ​rebates, coupons, price​ packs, and samples C. ​rebates, coupons,​ samples, and push money D. ​coupons, sales​ contests, samples, and price packs E. trade​ shows, coupons,​ samples, and push money

B. ​rebates, coupons, price​ packs, and samples

What is the first step in the personal selling​ process? A. Approach B. Handling objections C. Preapproach D. Prospecting and qualifying E. Presentation and demonstration

D. Prospecting and qualifying

Personal selling can be very effective in complex selling situations because it involves​ ________ interactions and engagement between salespeople and individual customers. A. competitive B. informal C. ​non-personal D. interpersonal E. profitable

D. interpersonal

Which of the following statements regarding sales promotions is​ correct? A. Sales promotions offer buyers​ long-term incentives to purchase a good or service. B. Sales promotions are not used by​ not-for-profit organizations. C. Sales promotions are offered only to consumers. D. The use of sales promotions has declined in recent years. E. In the current​ economy, consumers have become more deal oriented.

E. In the current​ economy, consumers have become more deal oriented.

What are the four sales force structures a company can​ use? A. ​Territorial, international,​ product, and service B. ​Inside, outside,​ individual, and team based C. ​Simple, complex,​ inside, and outside D. ​Geographic, territorial,​ product, and customer E. Territorial, product,​ customer, and complex

E. Territorial, product,​ customer, and complex

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. A. ​profit; relationship B. ​transactional; relationship C. ​transactional; profit D. ​relationship; transactional E. ​company; relationship

B. ​transactional; relationship

Which of the following statements about personal selling is​ correct? A. Personal selling is a fairly new profession. B. Salespeople​ sell; they do not have a role in creating value for the customer. C. The role of personal selling is very consistent from company to company. D. The sales force should work separately from other marketing functions. E. Many customers are unable to distinguish the salesperson from the company.

E. Many customers are unable to distinguish the salesperson from the company.