Chapter 16 quiz

Ultra Tech​ Inc., a company manufacturing gardening​ tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this​ decision?

as each salesperson travels within a limited geographic area, travel expenses would decline

After successfully overcoming a potential​ customer's objection to buying the vacuum cleaner he was​ selling, Terrence, a​ salesperson, asked the customer for an order. Terrence is in the​ ________ stage of the selling process.

closing

Trade shows most likely help companies to​ ________.

find new sales leads

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the​ company's online live chat feature. In her​ company, Robin is most likely a part of the​

inside sales force

Melissa Price is a member of the sales force at Urban​ Fashions, a​ Houston-based manufacturer of​ women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the​ ________ step of the personal selling process.

pre approach

During the​ ________ step of the selling​ process, the salesperson tells the value story to the​ buyer, showing how the​ company's product or service solves the​ customer's problems.

presentation

​________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.

rebates

Which of the following is the most effectivelong dash—but most expensivelong dash—way to introduce a new product or create new excitement for an existing​ one?

sampling ​

Which of the following is the best way for a company to increase selling​ time?

simplifying administrative duties

In the​ ________, each salesperson is assigned to an exclusive geographic area and sells the​ company's full line of products or services to all customers in that region

territorial sales force structure