Chapter 16 (DR)

​________ refers to a practice in which salespeople drop in unannounced on various offices.

Cold Calling

Apple has organized it sales force with separate staffs serving the​ consumer, another serving new​ customers, a third addressing the B2B​ market, and a small staff serving the industrial market. What approach to sales force structure is Apple​ using?

Customer​ (or market) sales force structure

Which of the following best explains why companies are adopting the team selling approach to service​ large, complex​ accounts?

Products have become too complicated for one salesperson to handle a large​ company's needs

________ are useful articles imprinted with an​ advertiser's name,​ logo, or message that are given as gifts to consumers.

Promotional products

A company grouped its accounts into different classes according to​ size, account​ status, or other factors related to the amount of effort required to maintain the account. It then determined the number of salespeople needed to call on each class of accounts the desired number of times. What approach did the firm use to determine the sales force size it​ needed?

Workload approach

Which of the following is the last step in the selling​ process?

________ refers to a practice in which salespeople drop in unannounced on various offices

After successfully overcoming a potential​ customer's objection to buying the vacuum cleaner he was​ selling, Terrence, a​ salesperson, asked the customer for an order. Terrence is in the​ ________ stage of the selling process.

closing

Which of the following factors has most likely contributed to the rapid growth of sales​ promotion, particularly in consumer​ markets?

declining advertising efficiency

Monty​ Boyd, an account​ manager, travels frequently on West Coast Airlines. Monty earns points for every mile he​ flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a​ ________.

frequency marketing program

If a company​ ________, it should adopt a product sales force​ structure, in which the sales force specializes along product lines.

has numerous and complex products