MKTG CH.16

________ involves presentations by the firm's sales force for the purpose of engaging customers, making sales, and building customer relationships.

personal selling

________ uses people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts.

Team Selling

What happens in the presentation step of the personal selling process?

A salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems

Which of the following refers to salespeople who conduct business from their offices via telephone, online and social media interactions, or visits from prospective buyers?

An inside sales force

__________ is the sales step in which a salesperson meets the customer for the first time.

Approach

__________ is the sales step in which a salesperson asks the customer for an order.

Closing

What is event marketing?

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others

The sales step in which a salesperson ________ is known as handling objections.

seeks out, clarifies, and overcomes any customer objections to buying

__________ is the sales step in which a salesperson checks in with the customer after the sale to ensure customer satisfaction and repeat business.

Follow-up

________ refers to a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines

Product sales force structure

________ involves analyzing, planning, implementing, and controlling sales force activities.

Sales force management

What is the name for the steps that salespeople follow when selling?

Selling process

Which of the following describes sales promotion?

Short-term incentives to encourage the purchase or sales of a product or a service

Which of the following assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line?

Territorial sales force structure

__________ is a sales promotion tool used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to customers.

Trade promotion

Which of the following describes a salesperson?

an individual who represents a company customers by performing one or more of the following activities; prospecting, communicating, selling servicing, information gathering, and relationship builds

Consumer promotion is a sales promotion tool used to __________.

boost short-term customer buying and involvement or to enhance long-term customer relationships

Business promotion is a sales promotion tool used to __________.

generate business leads, stimulate purchases, reward customers, and motivate sales people

Customer sales force structure refers to a sales force organization ________.

in which salespeople specialize in selling only to certain customers or industries

Preapproach is the sales step in which a salesperson __________.

learns as much as possible about a prospective customer before making a sales call