CH. 16
________ include displays and demonstrations that take place at the point of sale.
POP promotions
Which of the following would most likely improve coordination between marketing and sales?
Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge.
Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?
accounting skills
________ refers to the sales step in which a salesperson asks the customer for an order.
closing
________ refers to a practice in which salespeople drop in unannounced on various offices.
cold calling
A ________ calls for consumers to submit an entry to be judged by a panel that will select the best entries.
contest
Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?
follow-up
Which of the following is an advantage of using a sales force automation system?
improves customer service
The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.
industry history
Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the ________.
inside sales force
Which of the following is an example of trade promotion?
manufacturers offering free merchandise to resellers who feature a certain flavor or size
Prospects can be qualified by looking at all of the following characteristics EXCEPT ________.
occupational mobility
Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.
outside sales force
Johnson Business Solutions maintains one sales force for its copy machines and a separate sales force for its computer systems. Johnson Business Solutions utilizes a(n) ________.
product sales force structure
Which of the following is the first step in the personal selling process?
prospecting and qualifying
Kirk Wilkins renewed his cell phone contract with Zip Wireless Services and purchased a new cell phone through the Zip Web site. If Kirk mails Zip Wireless Services his transaction receipt, he would be eligible to receive $50 as cash refund. Which of the following types of sales promotion is evident here?
rebate
More and more companies are moving away from high-commission plans because ________.
salespeople tend to become pushy which affects customer relationships
A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building.
salesperson
Which of the following is true with regard to prospecting?
salespersons identify qualified potential customers
________ are offers of a trial amount of a product.
samples
Which of the following is the most effective—but most expensive—way to introduce a new product or create new excitement for an existing one?
sampling
All of the following are disadvantages of team selling EXCEPT ________.
team selling reduces the overall efficiency of the selling process
A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.
time-and -duty analysis tool
Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?
85,000 calls
Which of the following is a primary reason that companies use e-learning to conduct sales training programs?
E-learning cuts travel and training costs
