Marketing ch. 16

Which of the following helps companies in setting sales force size?

workload approach

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Melissa, a proven salesperson from a competing firm

Which of the following would most likely improve coordination between marketing and sales?

Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge.

When Preparing for a sales call, sales persons should follow the steps outlined below

Setting objectives, identifying qualifying questions, making your point, preparing for objections, asking for the order

At Price & Wallace Inc., a pharmaceuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should upper management at Price & Wallace take to help bring the sales and marketing functions closer together?

appoint a high-level marketing executive to oversee both marketing and sales

Outside sales force

are sales people who travel to call on customers in the field

Inside sales force

are salespeople who conduct business from their offices via telephone, online and social media interactions, or visits from prospective buyers.

A(n) ________ is a written representation of a salesperson's completed activities.

call report

Prospecting

identifies qualified potential customers through referrals from: •Customers •Suppliers •Dealers Internet

qualifying

involves identifying good customers and screening out poor ones by looking at •Financial ability •Volume of business •Needs •Location Growth potential

sales promotion

refers to the short-term incentives to encourage purchases or sales of a product or service now.

________ are offers of a trial amount of a product.

samples

Amanda Perkins is a senior sales manager in Arlington Steelworks. As the customer base of her company has grown larger and more demanding over the last few years, Amanda insists on ________, or using groups of people from various departments such as sales, technical support, engineering, and even upper management to service complex accounts.

team selling

Morrill Motors splits the United States of America into 10 sales regions. Within each of those regions, the company has separate sales personnel selling the company's full line of products. Morrill Motors uses a ________ sales force structure.

territorial

Stahl Inc. has 1,000 A-level accounts, each requiring 30 calls per year, and 3,000 B-level accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make 1,500 sales calls per year, how many salespeople would be needed to meet the total workload?

40