Principles of Marketing: Ch. 13

Personal selling can be very effective in complex selling situations because it involves​ ________ interactions and engagement between salespeople and individual customers. A. competitive ​B. non-personal C. profitable D. interpersonal E. Informal

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. The use of sales promotions has declined in recent years. C. In the current​ economy, consumers have become more deal oriented. D. Sales promotions are offered only to consumers. E. Sales promotions are not used by​ not-for-profit organizations.

C. In the current economy, consumers have become more deal oriented

Which of the following statements about personal selling is​ correct? A. Personal selling is a fairly new profession. B. The sales force should work separately from other marketing functions. C. Many customers are unable to distinguish the salesperson from the company. D. The role of personal selling is very consistent from company to company. E. Salespeople​ sell; they do not have a role in creating value for the customer.

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

Promotional tools offered to consumers include​ ________. A. rebates, coupons,​ samples, and push money B. trade​ shows, coupons,​ samples, and push money C. rebates, coupons, price​ packs, and samples D. coupons, rebates,​ off-list discounts, and price packs E. coupons, sales​ contests, samples, and price packs

C. Rebates, coupons, price packs, samples

In the context of the selling process, what is closing? What are the various closing techniques a salesperson can use?

Closing is the step of selling process in which the salesperson asks a customer for an order. The techniques include: asking for an order, asking which model they prefer, offering to help write up the order, noting that the buyer will lose out on the order

What are the four sales force structures a company can​ use? (define each) A. Territorial, international,​ product, and service ​B. Simple, complex,​ inside, and outside C. Inside, outside,​ individual, and team based D. Geographic, territorial,​ product, and customer E. Territorial, product,​ customer, and complex

E. Territorial, product, customer, and complex Territorial: sales people are assigned to geographic territory Product: sales people assigned to product or portion of product Customer: sales people assigned to certain customers Complex: a combination of the above

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. transactional; profit B. company; relationship C. relationship; transactional D. profit; relationship E. transactional; relationship

E. Transactional, emotional

Explain how salespeople link a company with its customers

First, they represent the company to its customers. They find and develop new customers and communicate information about the company's products. They sell products (6) by approaching customers, presenting their offerings, answering objections, negotiating prices and features, closing sales, and servicing accounts. Salespeople also represent customers to the company. They become champions of customers' interests and managing buyer-seller relationships. They gather customer insights, learn more about them, and work with marketing and non-marketing team to increase customer value.

What is the first step in the personal selling​ process? A. Approach B. Prospecting and qualifying C. Preapproach D. Presentation and demonstration E. Handling objections

Prospecting and qualifying

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. Evaluating​ salespeople, designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​salespeople, compensating​ salespeople, and supervising salespeople C. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, supervising​ salespeople, evaluating​ salespeople, and compensating salespeople D. Recruiting and selecting​ salespeople, training​ salespeople, designing sales force strategy and​ structure, evaluating​ salespeople, compensating​ salespeople, and supervising salespeople E. Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople

C. Designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, supervising salespeople, evaluating salespeople, and compensating salespeople