Marketing Chapter 13 Review
Which of the following is true of personal selling?
Many customers are unable to distinguish the salesperson from the company.
What are the four elements of a compensation plan for salespeople?
A fixed amount, a variable amount, expenses, and fringe benefits
1. At which step in the personal selling process does a salesperson meet the customer for the first time?
Approach
________ promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.
Business
1. Appliance maker 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
Which of the following are objectives of trade promotions
Getting retailers to carry new items and more inventory, buy ahead, or promote the companys products and give them more shelf space.
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?
Point-of-purchase
1. Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?
Point-of-purchase promotions
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
Product
How have social media tools most likely affected personal selling?
Reducing the use of person-to-person selling efforts.
What is the fastest growing sales trend today
Social Selling
A company that sells only one product line with customers in many locations would typically use a ______.
Territorial sales force structure
1. Conventions, trade shows, and sales contests are types of ________.
business promotions
Conventions, trade shoes, and sale contests are types of ________
business promotions
1. A(n) ________ is the variable amount in a salesperson's compensation.
commission
1. Chip's Chips has introduced a fresh jalapeno chip. Displays are set up at various retail stores in the state and customers are offered free samples as well as $2 off coupons. Which promotion tool is Chip's Chips most likely using?
point of purchase promotions
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.
practice value sellling
1. Cracker Jack, an American brand snack of caramel-coated popcorn and peanuts, has been in existence since 1896. The brand became popularized due to its free prize inside every box. Which of the following promotion tools does this exemplify?
premium
One consumer promotion tool is _______, which are goods offered free or at a low cost as an incentive to buy a product.
premiums
1. The fastest-growing sales trend is ________ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.
social selling
1. 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.
territorial
A company that sells only one product line to one industry with customers in many locations would typically use a ____?
territorial sales-force structure
