MSU Marketing Ch. 13 Test 4

company's objectives

A Goal of training salespeople would be to learn: About the _______________, organization, products, and the strategies of competitors?

sell effectively

A Goal of training salespeople would be to learn: How to ____?

coupons

Certificates that save buyers money when they purchase specified products?

why train online

Cheaper--Virtual instructor-led training (VILT) ?

why train online

Consistent training using videos, Internet-based exercises, or simulations?

Role of the Sales Force

Coordinates marketing and sales?

thrift-oriented consumers.

Many factors have contributed to the rapid growth of sales promotion: Sales promotions help attract today's more _____?

personal selling

Personal customer interactions by the firm's sales force for the purpose of making sales and building customer relationships?

why train online

Time savings and preference?

consumer promotions

To urge short-term customer buying or boost customer brand involvement?

tade promotions

Used to persuade resellers to carry a brand, give it shelf space, and promote it in ads?

advertising specialties

Useful articles imprinted with an advertiser's name, logo, or message that are given as gifts to consumers?

salespeople

can be specialized by customer and territory, product and territory, product and customer, or territory, product, and customer?

pre-approach

is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call?

types of customers

A Goal of training salespeople would be to learn: -About different _____?

Formal evaluations

______ force management to develop standards for judging performance?

advertising

Any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor?

event marketing (or event sponsorships)

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

sales promotion program design decisions

Determine how to promote and distribute the promotion program?

sales person

__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building?

trade promotion tools

-Contests, premiums, and displays -Discounts and allowances -Free goods -Push money -Specialty advertising items?

Roles of the Sales Force

-Coordinates marketing and sales -Links the company with its customers -Also, tells the company who their customers are?

6 Steps of sales force management

-Designing a sales force structure -Recruiting and selecting salespeople -Training salespeople -Compensating salespeople -Supervising salespeople -Evaluating salespeople ?

product sales force structure

A(n) __________ is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines?

customer sales force structure

A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries?

point of purchase (POP) promotions

Displays and demonstrations that take place at the point of sale?

sales force structure

Each company should select a ________________ that best serves the needs of its customers and fits its overall marketing strategy?

contest, sweepstakes, and games

Give consumers the chance to win something?

premiums

Goods offered either free or at low cost as an incentive to buy a product?

sales person

Represents a company to customers by performing one or more of the following activities: -Prospecting and communicating -Selling and servicing -Gathering information and building relationships ?

Sales promotion

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

The selling process

__________ is the steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up?

team selling

__________ is using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts?

sales force management

__________ refers to analyzing, planning, implementing, and controlling sales force activities?

sales force

serves as a critical link between a company and its customers?

compensation

should direct salespeople toward activities that are consistent with the overall sales force and marketing objectives?

closing

the sales step in which a salesperson asks the customer for an order?

Short-term incentives

to encourage the purchase or sale of a product or a service?

fixed amount

usually a salary, gives the salesperson some stable income?

variable amount

which might be commissions or bonuses based on sales performance, rewards the salesperson for greater effort and success?

sales promotion program design decisions

-Determine the size of the incentive -Set conditions for participation?

samples

-Offers of a trial amount of a product -Most effective and expensive?

rebates (cash refunds)

-Price reduction occurs after the purchase -Customer sends proof of purchase to the manufacturer, which then refunds part of the purchase price by mail?

sales promotion program design decisions

-Set the length of the promotion -Evaluate the promotion?

-territorial -product -customer

3 types of sales force structures?

product

BS, MBA, Architecture Program ex. of?

public relations

Building good relations with the company's various publics by obtaining favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events?

personal observation

Management gets information about its salespeople: Through __________ , customer surveys, and talks with other salespeople?

agencies

What would be some good sources for the recruitment of salespeople: Employment _________?

sales people

______________ can be specialized by: -Customer and territory -Product and territory -Product and customer -Territory, product, and customer?

sales force management

as analyzing, planning, implementing, and controlling sales force activities.. for a profit?

a trade promotion

__________ 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?

territorial

Memphis area, rest of TN. TX, New England ex. of?

variable amount

Elements of Compensation __________- commissions or bonuses?

fixed amount

Elements of Compensation _______- salary?

direct and digital marketing

Engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships?

recruiting and selecting salespeople

A company should analyze the sales job and the characteristics of its most successful salespeople?

inside sales force

A(n) __________ is salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers?

customer

Guidance Counselors, HS Seniors, Community Colleges, Businesses ex. of?

selling process

It consists of seven steps: prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up?

Role of the Sales Force

Links the company with its customers -Also, tells the company who their customers are?

the sales and profit performance

Management gets information about its salespeople: By monitoring _________ data in the salesperson's territory?

differentiate

Many factors have contributed to the rapid growth of sales promotion: Competitors use sales promotion to ______ their offers?

short-run sales tool

Many factors have contributed to the rapid growth of sales promotion: Product managers view promotion as an effective ______?

salespeople

Most _______ are well-educated and well-trained professionals who add value for customers and maintain long-term customer relationships?

price packs (cents- off deals)

Offer consumers savings off the regular price of a product?

personal selling

Personal presentations by a sales force to make sales and build customer relationships?

salespeople

They listen to their customers, assess customer needs, and organize the company's efforts to solve customer problems?

appealing compensation plan

To attract good salespeople, a company must have an ___?

sales force promotions

To get more sales force support for current or new products and motivate salespeople to sign up new accounts?

trade promotions

To get retailers to carry new items and more inventory, buy ahead, or promote the company's products and give them more shelf space?

social media

What would be some good sources for the recruitment of salespeople: Internet and online ______?

sales people

What would be some good sources for the recruitment of salespeople: _______ at other companies?

Referrals

What would be some good sources for the recruitment of salespeople: _______ from current salespeople?

college

What would be some good sources for the recruitment of salespeople: _______ placement services?

follow up

_______ is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business?

sales promotion

________ is the short-term incentives used to encourage the purchase or sales of a product or a service?

salespeople compensation

_________ also includes reimbursement of expenses and fringe benefits?

customer (or market) sales force structure

refers to a sales force organization in which salespeople specialize in selling only to certain customers or industries?

prospecting

refers to the sales step in which a salesperson or company identifies qualified potential customers?

recruitment on sales people

some good sources for the __________________: -Referrals from current salespeople -Employment agencies -Internet and online social media -College placement services -Salespeople at other companies

product sales force

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

Territorial sales force

structure refers to a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line?

-fixed amount -variable amount

Elements of Compensation

pre approach

__________ is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call?

handling objections

__________ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying?

presentation

__________ is the sales step in which a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems?

event marketing

__________ refers to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others?

Sales promotion

____________ targets: Final buyers - Consumer promotions Retailers and wholesalers - Trade promotions Members of the sales force - Sales force promotions

management

_____________ gets information about its salespeople: From sales, call, and expense reports