Marketing Chapter 16

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 Trade show Samples ​Point-of-purchase promotions ​Contests, sweepstakes, and games

Event marketing

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 ​recruitment; training ​selection; compensation ​motivation; supervision ​training; motivation

​supervision; motivation

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? Territorial Simple Customer Product Complex

Customer

Which of the following is an objective for trade​ promotions? Getting retailers to carry new items and more inventory Generating business leads Motivating salespeople Urging​ short-term customer buying Boosting consumer brand involvement

Getting retailers to carry new items and more inventory

Which of the following would NOT be a consideration for decision making in designing the full sales promotion​ program? Conditions for participation The length of the promotion The size of the promotion How to set it apart from other promotion mix elements How to promote the promotion

How to set it apart from other promotion mix elements

What​ action(s) can a company take in order to bring marketing and sales functions​ together? A. Let brand managers tag along on sales calls. B. Develop different objectives for sales and marketing people. C. Develop separate reward systems for sales and marketing people. D. Create clear lines of distinction between marketing and sales functions. E. Appoint marketing executives to analyze marketing and sales functions.

Let brand managers tag along on sales calls.

Which of the following is not a step in an effective sales management​ process? A. Prospecting B. Compensating C. Supervising D. Training E. Selecting

Prospecting

__________ identifies qualified potential customers and is the first step of the personal selling process. Approach Closing Preapproach ​Follow-up Prospecting

Prospecting

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? Training salespeople Recruiting and selecting salespeople Evaluating salespeople Compensating salespeople Setting sales force size

Recruiting and selecting salespeople

Which one of the following statements is not true regarding social​ selling? A. Social selling has dramatically changed the customer buying process. B. Social selling can produce big organizational benefits for sales forces. C. Social selling helps in nurturing customer relationships. D. Social selling provides salespeople with powerful tools for identifying prospects. E. Social selling has changed the fundamentals of selling.

Social selling has changed the fundamentals of selling.

During a sales​ presentation, which of the following would best fit a relationship marketing​ approach? ​Razzle-dazzle the customer. Focus the presentation on​ glad-handing. Tell a value story. Use​ hard-sell tactics. Convince the customer of the​ product's superiority.

Tell a value story.

Which of the following statements is true regarding​ salespeople? Salespeople must be fast talkers. Most salespeople lack common sense and social skills. Salespeople do not play a role in solving customer problems. Salespeople are not well educated. The best salespeople are the ones who work closely with customers for mutual gain.

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

Which of the following statements does not reflect the role of salespersons within a​ company? A. Salespeople represent customers to the company. B. The concept of​ salesperson-owned loyalty describes the loyalty that salespersons have toward the company. C. Salespeople relay customer concerns about company products and actions back inside to those who can handle them. D. Salespeople act as​ "champions" of​ customers' interests and managing the buyer-seller relationship. E. Salespeople learn about customer needs and work with other marketing and nonmarketing people in the company to develop greater customer value.

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

A sales contest is considered a part of​ __________. business promotions ​point-of-purchase promotions trade promotions event marketing

business promotions

The aim of​ transaction-oriented marketing is to help salespeople​ __________. develop team selling develop​ long-term contacts with customers close a specific sale link the customers with the company develop customer relationships

close a specific sale

Toro ran a preseason 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​ __________. sales contest event marketing consumer promotion trade promotion business promotion

consumer promotion

Some companies still treat sales and marketing as separate functions. One effect this can have is to​ __________. improve the​ company's performance damage customer relationships improve the relationships between the two departments improve coordination between the two departments allow marketing to be more in touch with customers

damage customer relationships

The first step in the personal selling process is​ __________. prospecting preapproach handling objections demonstration Presentation

prospecting