Which of the following statements is true regarding salespeople?
__________ identifies qualified potential customers and is the first step of the personal selling process.
Prospecting
Many manufacturers have to pay retailers to get shelf space. This is an example of which type of promotion?
Push money
During a sales presentation, which of the following would best fit a relationship marketing approach?
handle objections
In complex selling situations, personal selling can be very effective because it is __________.
interpersonal
Which of the following is an objective for business promotions?
Generating business leads
Which of the following is an objective for trade promotions?
Getting retailers to carry new items and more inventory
Once the company has set its structure, what is the next strategic decision it faces?
Sizing the sales force
Which of the following statements is true regarding salespeople?
The best salespeople are the ones who work closely with customers for mutual gain
The concept of salesperson-owned loyalty means that __________.
customers become loyal to salespeople as well as the companies they represent
Sales reports, call reports, and expense reports are all used in the process of __________ salespeople.
evaluating
One consumer promotion tool is __________, which are goods offered free or at a low cost as an incentive to buy a product.
premiums
Helping salespeople to open "work smart" by doing the right things in the right ways is the goal of __________, whereas getting them to work hard is the goal of __________.
supervision; motivation
After the presentation and demonstration step in the sales process, a salesperson should next be prepared to __________
transaction-oriented
Some companies still treat sales and marketing as separate functions. One effect this can have is to __________.
damage customer relationships
Which of the following tools can be used as both consumer and trade promotions?
Contests, premiums, and displays
That is the first decision made in sales force management?
Designing sales force strategy and structure
Delta Faucet partnered with Warrior Dash, which sponsored several 5k mud run races around the country over the summer. At each event, Delta built a huge custom shower station, complete with 184 Delta showerheads, where mud-soaked competitors could meet and wash off after the race. This is an example of which type of promotion?
Event marketing
Which of the following would NOT be a consideration for decision making in designing the full sales promotion program?
How to set it apart from other promotion mix elements
Which of the following statements about personal selling is correct?
Many customers are unable to distinguish the salesperson from the company.
One study found that the best salespersons have four traits in common: intrinsic motivation, a disciplined work style, the ability to close a sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force management?
Recruiting and selecting salespeople
__________ identifies qualified potential customers and is the first step of the personal selling process.
Tell a value story.
What is the focus of the selling process?
. Getting new customers
According to the text, what is the fastest-growing sales trend today?
. Social selling
What are the four elements of a compensation plan for salespeople?
A fixed amount, a variable amount, expenses, and fringe benefits
Procter & Gamble organizes its sales reps into teams, and each team is assigned to a major account (such as Safeway or Walmart). Which type of sales force structure is P&G using in this example?
Customer
