Marketing Chapter 13

At which step in the personal selling process does a salesperson meet the customer for the first​ time? A.Presentation B.Preapproach C.Prospecting D.Approach E.Qualifying

D

One consumer promotion tool is​ _______, which are goods offered free or at a low cost as an incentive to buy a product. A.point-of-purchase promotions B.advertising specialties C.rebates D.premiums E. coupons

D

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ _______. A.handle objections B.prospect the customer C.approach qualified customers D.immediately close the sale E.follow up with the customer

A

The​ seven-step selling process takes​ a(n) __________ approach to selling. In other​ words, its aim is to help salespeople close a specific sale with a customer. A.transaction-oriented B.value-oriented C.customer-oriented D.relationship-oriented E.profit-oriented

A

What is the final step in the​ seven-step personal selling​ process? A.Follow-up B.Prospecting C.Presentation D.Closing E.Qualifying

A

Which of the following are common trade promotion​ tools? A.Discounts, free​ goods, allowances and free advertising specialty items B.Rebates, discounts, free​ goods, and allowances C.Discounts, free​ goods, allowances and price packs D.Discounts, free​ goods, coupons and rebates E.Rebates, samples, coupons and price packs

A

Which of the following statements about personal selling is​ correct? A.Many customers are unable to distinguish the salesperson from the company. B.Personal selling is the nonpersonal arm of the promotional mix. C.Salespeople represent the company to​ customers, but they do not represent customers to the company. D.Personal selling is a fairly new profession. E.The role of personal selling is very consistent from company to company.

A

GE Healthcare employs different sales forces for diagnostic​ imaging, life​ sciences, and integrated IT products and services. GE Healthcare has adopted​ a(n) ______ sales force structure. A.market B.product C.territorial D.complex E.customer

B

Justin, Inc., a​ U.S.-based watch​ manufacturer, sells its products in​ China, Russia,​ France, and India. To manage​ sales, Justin appoints a number of sales representatives to each location. Justin has adopted a​ ________ sales force structure. A.complex B.territorial C.market D.product E.customer

B

What is the first decision made in sales force​ management? A.Training salespeople. B.Designing sales force strategy and structure. C.Compensating salespeople. D.Recruiting and selecting salespeople. E.Evaluating salespeople.

B

Which of the following statements about coordinating marketing and sales is​ correct? A.Coordination between marketing and sales is not necessary because companies today see them as the same function. B.Coordinating marketing and sales can be improved by increasing communication between the two groups. C.The sales force only needs to coordinate its efforts with marketing planners. D.Coordinating marketing and sales has little effect on customer relations. E.Marketing and sales do not require coordination.

B

Which of the following statements about sales promotions is​ correct? A.The use of sales promotions has declined in recent years. B.The growing use of sales promotion has resulted in promotion clutter. C.Sales promotions offer​ long-term incentives to buy a product. D.Sales promotions are only offered to consumers. E.Companies that use sales promotions usually do not use any other promotional mix tools.

B

​It's time for the Super​ Bowl, and the​ end-of-the-aisle displays at the supermarket feature​ chips, dips, and soft drinks. What type of sales promotion tool is​ this? A.Sponsorship B.Point-of-purchase C.Allowance D.Sample E.Premium

B

​________ promotions are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate salespeople. A.Sales force B.Business C.Consumer D.Clutter E.Trade

B

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management? A.Designing sales force strategy and structure B.Compensating salespeople C.Training salespeople D.Supervising salespeople E.Evaluating salespeople

C

Which of the following statements is true regarding​ salespeople? A.Salespeople do not play a role in solving customer problems. B.Salespeople are not well educated. C.The best salespeople are the ones who work closely with customers for mutual gain. D.Salespeople must be fast talkers. E.Most salespeople lack common sense and social skills.

C

What are the four elements of a compensation plan for​ salespeople? A.A fixed​ amount, a variable​ amount, stock​ ownership, and fringe benefits B.A fixed​ amount, a variable​ amount, salary and commission C.A fixed​ amount, a variable​ amount, expenses, and commission D.A fixed​ amount, a variable​ amount, expenses, and fringe benefits E.A fixed​ amount, a variable​ amount, expenses and salary

D

Which consumer promotion tool is like coupons except that the price reduction occurs after the purchase rather than at the retail​ outlet? A.Samples B.Digital coupons C.Premiums D.Rebates E.Contests

D

Which of the following are objectives of trade​ promotions? A.Urging​ short-term customer buying and gaining customer loyalty B.Generating business​ leads, stimulating​ purchases, rewarding​ customers, and motivating salespeople C.Boosting consumer brand involvement and​ short-term buying D.Getting retailers to carry new items and more​ inventory, buy​ ahead, or promote the​ company's products and give them more shelf space E.Getting more sales force support for current or new products and getting salespeople to sign up new accounts

D

Which of the following occurs during the presentation step in the personal selling​ process? A.The salesperson attempts to​ "razzle dazzle" the buyer. B.The salesperson closes the deal. C.The salesperson meets the buyer for the first time. D.The salesperson tells the buyer a value story. E.The salesperson handles objections.

D

Helping salespeople to​ "work smart" by doing the right things in the right ways is the goal of which area of sales force​ management? A.compensation plans B.training programs C.recruitment D.motivation E.supervision

E

In complex selling​ situations, personal selling can be more effective than advertising because it is​ ______________. A.only used for face to face customer interactions B.designed to reach large groups of consumers C.less engaging than advertising D.nonpersonal E.interpersonal

E

Most companies today want their salespeople to​ _______, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for both the customer and the company. A.close sales B.use a​ transaction-oriented sales approach C.capture​ short-term business D.cut prices to make the sale E.practice value selling

E

To set its sales force​ size, a company can first group 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 determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the​ ______ approach. A.inside B.field C.complex D.workforce E.workload

E

What is the fastest growing sales trend​ today? A.Outside sales B.Eliminating expense reports C.Telemarketing D.Team selling E.Social selling

E