MKT 3013 Chapter 13 Mylabs
Personal selling can be very effective in complex selling situations because it involves ________ interactions and engagement between salespeople and individual customers.
Interpersonal
Which of the following statements about personal selling is correct?
Many customers are unable to distinguish the salesperson from the company.
A salesperson standing behind the counter at a department store is fulfilling which selling function?
Order taker
At which step of the selling process does the salesperson tell the "value story" to the buyer, showing how the company's offer solves the customer's problems?
Presentation
Which of the following is NOT a common trade promotion tool?
Price packs
The first step in the selling process is ________.
Prospecting
Which consumer promotion tool is like coupons, except that the price reduction occurs after the purchase rather than at the retail outlet?
Rebates
___________ are promotional tools that can be used to attract consumers.
Rebates, coupons, price packs, and samples
At which step in the personal selling process does a salesperson meet the customer for the first time?
Approach
Which of the following are four the major types of sales promotion tools?
Consumer, trade, business, and sales force
Which of the following identifies the six major sales force management steps in the correct order?
Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople
________ are the objectives of business promotions.
Generating business leads, stimulating purchases, rewarding customers, and motivating salespeople
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
When teams acknowledge that a single salesperson can't handle all of a large customer's needs, they use ________ selling to service large, complex accounts.
Team
The structure decision is simple if the company sells only one product line to one industry with customers in many locations. In that case the company would use a ________ sales force structure.
Territorial
Which of the following statements about sales promotions is correct?
The heavy use of sales promotions has resulted in promotion clutter.
Which of the following are used to persuade resellers to carry a brand, give it shelf space, and promote it in advertising?
Trade promotions
After recruiting and selecting salespeople, what is the next major step in sales force management?
Training salespeople
The four elements of a compensation plan for salespeople are __________.
a fixed amount, a variable amount, expenses, and fringe benefits
In which stage of the selling process does the salesperson ask for an order?
closing
Personal selling can be more effective than advertising in complex selling situations because it is __________.
interpersonal
P&G sales reps are integrated into Customer Business Development (CBD) teams. Each CBD team is assigned to a major P&G customer, such as Walmart, Safeway, or CVS Health. P&G has adopted a ________ sales force structure.
market
One consumer promotion tool is _______, which are goods offered either free or at low cost as an incentive to buy a product.
premiums
Before meeting and greeting a buyer, a salesperson should ________.
research the buyer to prepare for the meeting
More than a territory, compensation, and training, new salespeople need ________.
supervision and motivation
During the presentation step in the personal selling process, the salesperson should ________.
tell 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
To set its sales force size, a company can first group accounts into 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
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 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
