Marketing Chapter 13 Warm-up (exam 2)
Which of the following lists the six major sales force management decision steps in their correct order? A. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, evaluating salespeople, compensating salespeople, and supervising salespeople B. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople C. Recruiting and selecting salespeople, training salespeople, designing sales force strategy and structure, evaluating salespeople, compensating salespeople, and supervising salespeople D. Evaluating salespeople, designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, and
B. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, and evaluating salespeople
Promotional tools offered to consumers include ________. A. coupons, rebates, off-list discounts, and price packs B. rebates, coupons, price packs, and samples C. rebates, coupons, samples, and push money D. coupons, sales contests, samples, and price packs E. trade shows, coupons, samples, and push money
B. rebates, coupons, price packs, and samples
What is the first step in the personal selling process? A. Approach B. Handling objections C. Preapproach D. Prospecting and qualifying E. Presentation and demonstration
D. Prospecting and qualifying
Personal selling can be very effective in complex selling situations because it involves ________ interactions and engagement between salespeople and individual customers. A. competitive B. informal C. non-personal D. interpersonal E. profitable
D. interpersonal
Which of the following statements regarding sales promotions is correct? A. Sales promotions offer buyers long-term incentives to purchase a good or service. B. Sales promotions are not used by not-for-profit organizations. C. Sales promotions are offered only to consumers. D. The use of sales promotions has declined in recent years. E. In the current economy, consumers have become more deal oriented.
E. In the current economy, consumers have become more deal oriented.
What are the four sales force structures a company can use? A. Territorial, international, product, and service B. Inside, outside, individual, and team based C. Simple, complex, inside, and outside D. Geographic, territorial, product, and customer E. Territorial, product, customer, and complex
E. Territorial, product, customer, and complex
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. A. profit; relationship B. transactional; relationship C. transactional; profit D. relationship; transactional E. company; relationship
B. transactional; relationship
Which of the following statements about personal selling is correct? A. Personal selling is a fairly new profession. B. Salespeople sell; they do not have a role in creating value for the customer. C. The role of personal selling is very consistent from company to company. D. The sales force should work separately from other marketing functions. E. Many customers are unable to distinguish the salesperson from the company.
E. Many customers are unable to distinguish the salesperson from the company.