Marketing Chap 13, Personal selling and Sales Promotions

Sales promotion

________ is the short-term incentives used to encourage the purchase or sales of a product or a service.

Personal selling

__________ consists of interpersonal interactions with customers and prospects to make sales and maintain customer relationships.

The selling process

__________ focuses on the goal of getting new customers, obtaining orders from them, and spending time maintaining existing accounts and building long-term customer relationships.

Closing

__________ is the sales step in which a salesperson asks the customer for an order.

salesperson

__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building.

A consumer promotion is __________.

a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships

Sales force management refers to __________.

analyzing, planning, implementing, and controlling sales force activities

The selling process __________.

focuses on the goal of getting new customers, obtaining orders from them, and spending time maintaining existing accounts and building long-term customer relationships

Follow-up is the sales step in which a salesperson __________.

follows up after the sale to ensure customer satisfaction and repeat business

A product sales force structure __________.

is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines

A trade promotion is __________.

a sales promotion tool used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to customers

During the __________ step, the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.

approach

What is closing?

The sales step in which a salesperson asks the customer for an order

Event marketing refers to __________.

creating a brand-marketing event or serving as a sole or participating sponsor of events created by others

The __________ step is when a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

presentation

A business promotion is a __________.

sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople

Handling objections is the sales step in which a salesperson __________.

seeks out, clarifies, and overcomes any customer objections to buying

A(n) __________ is a sales force organization that assigns each salesperson to an exclusive geographic area in which that salesperson sells the company's full line.

territorial sales force structure

A territorial sales force structure is a sales force organization __________.

that assigns each salesperson to an exclusive geographic area in which that salesperson sells the company's full line

During the approach step, __________.

the salesperson should know how to meet and greet the buyer and get the relationship off to a good start

Inside sales force

A(n) __________ conducts business from their offices via phone, online and social media interactions, or visits from buyers.

customer sales force structure

A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries.

Event marketing

__________ refers to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

The presentation step is when a salesperson __________.

tells the "value story" to the buyer, showing how the company's offer solves the customer's problems