Marketing Quiz

A salesperson's role as a(n) _______ demands creative selling, social selling, and relationship building.

order getter

After determining the type of promotion to use, marketers then must decide on the ___________ and the ___________.

size of incentive; conditions for participation

It's time for the Super Bowl, and the end-of-the-aisle displays at the supermarket feature chips, dips, and soft drinks. What type of sales promotion tool is this?

Point-of-purchase

The four elements of a compensation plan for salespeople are ____________.

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

What is the final step in the seven-step personal selling process?

Follow-up

At which step in the personal selling process does a salesperson meet the customer for the first time?

Approach

High sales force costs necessitate an effective sales management process consisting of which of the following steps?

Designing sales force strategy and structure and recruiting and selecting, training, compensating, supervising, and evaluating the firm's salespeople.

_______________ are the 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

At which stage in the selling process does a salesperson attempt to learn as much as possible about the organization (what it needs, who is involved in the buying) and its buyers (their characteristics and buying styles)?

Preapproach

Which of the following statements about personal selling is correct?

Salespeople are often the only direct contact with a customer.

______ is the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.

Social selling

Which of the following is a drawback to social selling?

Some things cannot be presented over the internet.

Which characteristics are possessed by the best salespeople?

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

After recruiting and selecting salespeople, what is the next major step in sales force management?

Training salespeople

Depending on the type of promotion, a marketer develops and implements the sales promotion program by using three key promotion tools. These are ____________.

consumer promotion tools, trade promotion tools, or business promotion tools

With companies becoming more market-oriented, the sales force plays a key role in __________ and ___________________.

engaging customers; developing and managing profitable customer relationships

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

handle objections

During the presentation and demonstration step in the personal selling process, the salesperson needs to be prepared to ________________.

handle objections

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

practice value selling

GE Healthcare employs different sales forces for diagnostic imaging, life sciences, and integrated IT products and services. GE Healthcare has adopted a __________ sales force structure.

product

Personal selling involves a multiple-step process. The first step is ____________ and the last step is ________________.

prospecting and qualifying; follow-up

____________ are promotional tools that can be used to attract consumers.

rebates, coupons, price packs, and samples

During the presentation step in the personal selling process, the salesperson _______________.

tells the buyer a "value story"

Justin INC., a U.S.-based watch manufacturer, sells its products in China, Russia, France, and India. To manage sales, Justin appoints a number of sales representatives to each location. Justin has adopted a ________ sales force structure.

territorial

Companies often divide sales responsibilities along three lines. These are a ________, ___________, or __________ sales force structure, which can also be combined.

territorial, product, customer

The seven-step selling process takes a __________ approach to selling. In other words, its aim is to help salespeople close a specific sale with a customer.

transaction-oriented

Closing a sale with a particular customer is a short-term ________ orientation, but the selling process must also take a ___________ orientation and look at the long term.

transactional; relationship

To set its sales force size, a company can first group accounts in different classes according to size, account status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the ___________ approach.

workload

As companies become more market-centered, a customer-focused sales force ___________.

works to produce both customer satisfaction and company profit

The fastest-growing sales trend today is _____________.

social selling

Which of the following statements about personal selling is correct?

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

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

Premiums

In general, sales promotion campaigns should __________________.

be customer relationship building

Sales promotion campaigns call for setting sales promotion objectives. In general, sales promotions should be __________.

consumer relationship building

The first decision a manager must make in sales force management is _____________.

designing sales force strategy and structure

Personal selling can be more effective than advertising in complex selling situations because it is __________________.

interpersonal

Personal selling can be very effective in complex selling situations because it involves ______________ interactions and engagement between salespeople and individual customers.

interpersonal

The sales force sells products by engaging customers, presenting its offerings, answering objections, negotiating prices and terms, closing sales, servicing accounts, and _____________.

maintaining account relationships

The performance difference between an average salesperson and a top salesperson can be substantial. Therefore, at the heart of any successful sales force operation is the ___________ of good salespeople.

recruitment and selection

After sales promotion campaign objects are set, the next steps are _________, and then _______________.

selecting tools; developing and implementing the sales promotion prgram

The fastest-growing sales trend is the explosion in _________, which is using online, mobile, and social media in selling.

social selling

Strong relationships with salespeople will result in __________.

strong relationships with the company and its products

More than a territory, compensation, and training, new salespeople need _____________.

supervision and motivation