Principles of Marketing: Ch. 13
Personal selling can be very effective in complex selling situations because it involves ________ interactions and engagement between salespeople and individual customers. A. competitive B. non-personal C. profitable D. interpersonal E. Informal
Interpersonal
Which of the following statements regarding sales promotions is correct A. Sales promotions offer buyers long-term incentives to purchase a good or service. B. The use of sales promotions has declined in recent years. C. In the current economy, consumers have become more deal oriented. D. Sales promotions are offered only to consumers. E. Sales promotions are not used by not-for-profit organizations.
C. In the current economy, consumers have become more deal oriented
Which of the following statements about personal selling is correct? A. Personal selling is a fairly new profession. B. The sales force should work separately from other marketing functions. C. Many customers are unable to distinguish the salesperson from the company. D. The role of personal selling is very consistent from company to company. E. Salespeople sell; they do not have a role in creating value for the customer.
C. Many customers are unable to distinguish the salesperson from the company
Promotional tools offered to consumers include ________. A. rebates, coupons, samples, and push money B. trade shows, coupons, samples, and push money C. rebates, coupons, price packs, and samples D. coupons, rebates, off-list discounts, and price packs E. coupons, sales contests, samples, and price packs
C. Rebates, coupons, price packs, samples
In the context of the selling process, what is closing? What are the various closing techniques a salesperson can use?
Closing is the step of selling process in which the salesperson asks a customer for an order. The techniques include: asking for an order, asking which model they prefer, offering to help write up the order, noting that the buyer will lose out on the order
What are the four sales force structures a company can use? (define each) A. Territorial, international, product, and service B. Simple, complex, inside, and outside C. Inside, outside, individual, and team based D. Geographic, territorial, product, and customer E. Territorial, product, customer, and complex
E. Territorial, product, customer, and complex Territorial: sales people are assigned to geographic territory Product: sales people assigned to product or portion of product Customer: sales people assigned to certain customers Complex: a combination of the above
Closing a sale with a particular customer is a short-term ________ orientation, but the selling process must also take a________ orientation and look at the long term. A. transactional; profit B. company; relationship C. relationship; transactional D. profit; relationship E. transactional; relationship
E. Transactional, emotional
Explain how salespeople link a company with its customers
First, they represent the company to its customers. They find and develop new customers and communicate information about the company's products. They sell products (6) by approaching customers, presenting their offerings, answering objections, negotiating prices and features, closing sales, and servicing accounts. Salespeople also represent customers to the company. They become champions of customers' interests and managing buyer-seller relationships. They gather customer insights, learn more about them, and work with marketing and non-marketing team to increase customer value.
What is the first step in the personal selling process? A. Approach B. Prospecting and qualifying C. Preapproach D. Presentation and demonstration E. Handling objections
Prospecting and qualifying
Which of the following lists the six major sales force management decision steps in their correct order? A. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, evaluatingsalespeople, compensating salespeople, and supervising salespeople B. Evaluating salespeople, designing sales force strategy and structure, recruiting and selecting salespeople, trainingsalespeople, compensating salespeople, and supervising salespeople C. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, supervising salespeople, evaluating salespeople, and compensating salespeople D. Recruiting and selecting salespeople, training salespeople, designing sales force strategy and structure, evaluating salespeople, compensating salespeople, and supervising salespeople E. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople
C. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, supervising salespeople, evaluating salespeople, and compensating salespeople