Marketing Chapter 13

Appliance marker Whirlpool assigns individual teams of salespeople to big retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a _________ sales force structure. - Complex - Product - Market - Territorial - Team-based

Market

Which of the following statements is true of consumer promotions? - Their primary objective is to persuade resellers to carry a brand - They include a wide range of tools like samples, coupons, and refunds - They include the use of conventions and trade shows - They are primarily used to generate business leads and reward customers - They include the use of display allowances

They include a wide range of tools like samples, coupons, and refunds

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers are collectively called ____________ promotions. - Trade - Sales Force - Consumer - Business - Point-of-purchase

Trade

A(n) _____________ is the variable amount in a salesperson's compensation - Bonus - Salary - Incentive - Profit-sharing plan - Commission

Commission

The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process? - Prospecting - Prestation - Qualifying - Preapproach - Approach

- Approach

Which of the following statements is true of a product sales force structure? - A product sales force structure requires every salesperson to be an expert in all the product categories of the company - A product sales force structure organizes the sales force along customer or industry lines - A product sales force structure is used when a company has only one product line - A product sales force structure is characterized by specialization along product lines - A product sales force structure uses a single sales force across different product lines.

A product sales force structure is characterized by specialization along product lines

Conventions, trade shows, and sales contests are types of _____________. - Business Promotions - Trade promotions - Point-of-purchase promotions - Premiums - Advertising specialties

Business Promotions

AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n) _____________. - Event Market Program - Trade promotion - Premium - Point-of-purchase promotion - Price pack

Event Market Program

GE employs different sales forces within different product and service divisions of its major businesses. For example, within GE Infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products and technologies. GE has most likely adopted a ____________ sales force structure. - Product - Market - Territorial - Complex - Customer

Product

Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process? - Presentation - Prospecting - Demonstration - Approach - Preapproach

Prospecting