Chapter 16 (DR)
________ refers to a practice in which salespeople drop in unannounced on various offices.
Cold Calling
Apple has organized it sales force with separate staffs serving the consumer, another serving new customers, a third addressing the B2B market, and a small staff serving the industrial market. What approach to sales force structure is Apple using?
Customer (or market) sales force structure
Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?
Products have become too complicated for one salesperson to handle a large company's needs
________ are useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers.
Promotional products
A company grouped its 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 determined the number of salespeople needed to call on each class of accounts the desired number of times. What approach did the firm use to determine the sales force size it needed?
Workload approach
Which of the following is the last step in the selling process?
________ refers to a practice in which salespeople drop in unannounced on various offices
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
Which of the following factors has most likely contributed to the rapid growth of sales promotion, particularly in consumer markets?
declining advertising efficiency
Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.
frequency marketing program
If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.
has numerous and complex products