BUSML 3150 Chapter 13

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The people in a company who do the selling go by many names. Which is NOT one of these​ names?

Brand managers

Whereas advertising offers reasons to buy a product or​ service, sales promotion offers reasons to​ ________.

Buy now

The sales force sells products by engaging customers and learning about their​ needs, presenting​ solutions, answering​ objections, negotiating prices and​ terms, closing​ sales, servicing​ accounts, and​ ________.

Maintaining account relationships

Which of the following statements about personal selling is​ correct?

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

A​ salesperson's role as​ a(n) ________ demands creative​ selling, social​ selling, and relationship building.

Order getter

During the​ ________ step, the salesperson learns what the prospect​ needs, who is involved in the​ buying, and what their characteristics and buying style are.

Preapproach

At which step of the selling process does the salesperson tell the​ "value story" to the​ buyer, showing how the​ company's offer solves the​ customer's problems?

Presentation

Personal selling involves a​ multiple-step process. The first step is​ _________ and the last step is​ __________.

Prospecting and​ qualifying; follow-up

Which of the following are four the major types of sales promotion​ tools?

​Consumer, trade,​ business, and sales force

​___________ are promotional tools that can be used to attract consumers.

​Rebates, coupons, price​ packs, and samples

Which is an example of a consumer promotion​ tool?

Sweepstakes

Which of the following identifies the six major sales force management steps in the correct​ order?

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

During the presentation and demonstration step in the personal selling​ process, the salesperson needs to be prepared to​ _________.

Handle objections

Personal selling can be very effective in complex selling situations because it involves​ ________ interactions and engagement between salespeople and individual customers.

Interpersonal

The performance difference between an average salesperson and a top salesperson can be substantial.​ Therefore, at the heart of any successful sales force operation is the​ _______ of good salespeople.

Recruitment and selection

After sales promotion campaign objectives are​ set, the next steps are​ ________, and then​ __________.

Selecting​ tools; developing and implementing the sales promotion program

After determining the type of promotion to​ use, marketers then must decide on the​ _______ and the​ ______.

Size of the​ incentive; conditions for participation

The​ fastest-growing sales trend is the explosion in​ ________, which is using digital platforms and sales tools in selling.

Social selling

​_______ is the use of​ online, mobile, and social media to engage​ customers, build stronger customer​ relationships, and augment sales performance.

Social selling

Strong relationships with the salesperson will result in​ ________.

Strong relationships with the company and its products

As products become more complex and as customers grow larger and more​ demanding, most companies now use​ ________ to service​ large, complex accounts.

Team selling

The typical personal selling process consists of seven specific steps. The steps in the selling process are​ ________-oriented. The aim is to help salespeople close a specific sale with a customer.

Transaction

Companies often divide sales responsibilities along three lines. These are a​ ________ sales force​ structure, which can also be combined.

​Territorial, product, or customer

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.

​Transactional; relationship


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