Business Marketing Chapter 16

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ __________.

handle objections

Helping salespeople to "work smart" by doing the right things in the right ways is the goal of​ __________, whereas getting them to work hard is the goal of​ __________.

supervision; motivation

What are the four elements of a compensation plan for​ salespeople?

A fixed amount, a variable amount, expenses, and fringe benefits

Which of the following is an objective for business​ promotions?

Generating business leads

Which of the following tools can be used as both consumer and trade​ promotions?

Contests, premiums, and displays

Procter​ & Gamble organizes its sales reps into​ teams, and each team is assigned to a major account​ (such as Safeway or​ Walmart). Which type of sales force structure is​ P&G using in this​ example?

Customer

The concept of​ salesperson-owned loyalty means that​ __________.

Customers become loyal to salespeople as well as companies they represent

What is the first decision made in sales force​ management?

Designing sales force strategy and structure

What is the focus of the selling​ process?

Getting new customers

Which of the following is an objective for trade​ promotions?

Getting retailers to carry new items and more inventory

Which of the following would NOT be a consideration for decision making in designing the full sales promotion​ program?

How to set it apart from other promotion mix elements

Which of the following statements about personal selling is​ correct?

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

​__________ identifies qualified potential customers and is the first step of the personal selling process.

Prospecting

Many manufacturers have to pay retailers to get shelf space. This is an example of which type of​ promotion?

Push money

One study found that the best salespersons have four traits in​ common: intrinsic​ motivation, a disciplined work​ style, the ability to close a​ sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force​ management?

Recruiting and selecting salespeople

Once the company has set its​ structure, what is the next strategic decision it​ faces?

Sizing the sales force

According to the​ text, what is the​ fastest-growing sales trend​ today?

Social selling

During a sales​ presentation, which of the following would best fit a relationship marketing​ approach?

Tell a value story

Which of the following statements is true regarding​ salespeople?

The best sales people are the ones who work closely with customers for mutual gain.

Some companies still treat sales and marketing as separate functions. One effect this can have is to​ __________.

damage customer relationships

Sales​ reports, call​ reports, and expense reports are all used in the process of​ __________ salespeople.

evaluating

Delta Faucet partnered with Warrior​ Dash, which sponsored several 5k mud run races around the country over the summer. At each​ event, Delta built a huge custom shower​ station, complete with 184 Delta​ showerheads, where​ mud-soaked competitors could meet and wash off after the race. This is an example of which type of​ promotion?

event marketing

In complex selling​ situations, personal selling can be very effective because it is​ __________.

interpersonal

One consumer promotion tool is​ __________, which are goods offered free or at a low cost as an incentive to buy a product.

premiums

When the only goal of personal selling is to close a​ sale, a company is using​ a(n) __________ approach.

transaction-oriented