Marketing Chapter 13

What is the fastest growing sales trend​ today?

social selling

Which of the following statements about coordinating marketing and sales is​ correct?

Coordinating marketing and sales can be improved by increasing communication between the two groups

​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

Which of the following statements is true regarding​ salespeople?

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

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

The growing use of sales promotion has resulted in promotion clutter.

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

Approach

​________ promotions are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate salespeople.

Business

Which of the following are common trade promotion​ tools?

Discounts, free​ goods, allowances and free advertising specialty items

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

Follow up

Which of the following are 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

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

Handle Objections

In complex selling​ situations, personal selling can be more effective than advertising because it is​ ______________.

Interpersonal

Which of the following statements about personal selling is correct?

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

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.q

Practice value selling

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

Premiums

E Healthcare employs different sales forces for diagnostic​ imaging, life​ sciences, and integrated IT products and services. GE Healthcare has adopted​ a(n) ______ sales force structure.

Product

Which consumer promotion tool is like coupons except that the price reduction occurs after the purchase rather than at the retail​ outlet?

Rebates

Helping salespeople to​ "work smart" by doing the right things in the right ways is the goal of which area of sales force​ management?

Supervision

​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

Which of the following occurs during the presentation step in the personal selling​ process?

The salesperson tells the buyer a value story

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

Training sales people

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

Transaction oriented

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

What are the four elements of a compensation plan for​ salespeople?

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

What is the first decision made in sales force​ management?

designing sales force strategy and structure