Chapter 16

Which of the following statements about coordinating marketing and sales is correct?

Coordinating marketing and sales can be improved by increasing communication between the two groups.

Which of the following statements does not reflect the role of salespersons within a company?

The concept of salesperson-owned loyalty that salespersons have toward the company.

Which of the following tools can be used as both consumer and trade promotions?

Contests, premiums, and push money.

Which of the following are objectives of trade promotions?

Getting retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space.

Which one of the following statements is not true regarding social selling?

Social selling has changed the fundamentals of selling.

What is the first decision in made in sales force management?

Designing sales force strategy and structure.

Which of the following statements about personal selling is correct?

Many customers are unable to distinguish the salesperson from the company.

After the presentation and demonstrations step in the sales process, a salesperson should be next prepared to ___________.

handle objections

In complex selling situations, personal selling can be more effective than advertising because it is ___________.

interpersonal

If the company sells only one product line to one industry with customers in many locations, it would use a ________ sales force structure.

territorial

What are the four elements of a compensation plan for salespeople?

A fixed amount, a variable amount, expenses, and fringe benefits.

What action(s) can a company take in order to bring marketing and sales functions together?

Let brand managers tag along sales calls

At which step of the personal selling process does the salesperson tell the "value story" to the buyer, showing how the company's offer solves the customer's problems?

Presentation and demonstration

Single packages sold at a reduced price (such as two for the price of one) or two related products banded together (such as a toothbrush and toothpaste) are examples of which consumer promotion tool?

Price-packs

Which of the following is not a step in an effective sales management process?

Prospecting

____________ identifies qualified potential customers and is the first step of the personal selling process.

Prospecting

Helping salespeople to "work smart" by doing the right things in the right ways is the goal of ___________.

Supervision

Which of the following statements is true regarding salespeople?

The best salespeople are the ones who work closely with customers for mutual gain.

A sales contest is considered a part of _________.

business promotions

The aim of transaction-oriented marketing is to help salespeople ________.

close a specific sale

Toro ran a pre-season promotion on its snowblower models offering a rebate if the snowfall in the buyer's market area turned out to be below average. This is an example of _____________.

consumer promotion

Most companies today want their salespeople to __________, which means demonstrating and delivering customer value and capturing a return on that value that is fair for both the customer and the company.

practice value selling

One consumer promotion tool is ____________, which are goods offered free or at a low cost as an incentive to buy a product.

premiums

The first step in the personal selling process is _______.

prospecting