Marketing ch. 13

Which of the following statements regarding sales promotions is​ correct?

In the current​ economy, consumers have become more​ deal-oriented. Consumers are demanding lower prices and better deals. Sales promotions can help attract​ today's more​ thrift-oriented consumers.

Promotional tools offered to consumers include​ ________.

These​ include, but are not limited​ to, rebates,​ coupons, price​ packs, and samples.

sales promotion program

consumer promotion tools​, trade promotion tools or business promotion tools.

sales promotions should be?

consumer relationship building

6 steps of sales force management

designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople.

As an element of the promotion​ mix, the sales force is​ ________ and carrying out such activities as​ prospecting, communicating, selling and​ servicing, and information gathering.

effective in achieving certain marketing objectives

With companies becoming more​ market-oriented, the sales force plays a key role in​ ________ and​ __________________________.

engaging​ customer; developing and managing profitable customer relationships

sales force sells products by?

engaging​ customers, presenting its​ offerings, answering​ objections, negotiating prices and​ terms, closing​ sales, servicing​ accounts, and​ maintaining account relationships

Social selling

fastest growing sales trend

online, mobile and social media technologies

helping to make sales forces more​ efficient, cost effective and productive.

1st step in selling process

prospecting and qualifying. prospecting during which sales people identify qualified potential customers.

7 steps of selling process

prospecting and​ qualifying, preapproach,​ approach, presentation and​ demonstration, handling​ objections, closing, and​ follow-up.

new digital technologies

providing salespeople with powerful tools for identifying and learning about​ prospects, engaging​ customers, creating customer​ value, closing​ sales, and nurturing customer relationships.

value-selling

requires listening to​ customers, understanding their​ needs, and carefully coordinating the whole​ company's efforts to create lasting relationships based on customer value.

After sales promotion campaign objectives are​ set, the next steps are​ ________, __________, and then​ __________________________.

selecting​ tools; developing and implementing the sales promotion program

4 sales force structure

territorial, product,​ customer, and complex

transaction-oriented

the aim is to help salespeople close a specific sale with a customer.

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