Chapter 13 Quiz
Which of the following is a promotion tool used for trade promotions?
allowances
Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a ________ sales-force structure.
complex
A toothpaste manufacturer that bands two products together, selling two for the price of one, is using which type of consumer promotion tool to build short-term sales?
price packs
GE employs different sales forces within different product and service divisions of its major businesses. For example, within GE Infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products and technologies. GE has most likely adopted a ________ sales-force structure.
product
In which step of the selling process does a salesperson or company identify qualified potential customers?
prospecting
The concept of ________ lends even more importance to the salesperson's customer-relationship-building abilities.
salesperson-owned loyalty
Which of the following is true of a territorial sales-force structure?
It clearly defines each salesperson's job and establishes accountability.
Which of the following is most likely true of a sales force?
The performance difference between an average salesperson and a top salesperson is generally substantial.
Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?
point-of-purchase promotions
Sleek Designs markets a wide range of kitchen cabinets, counter tops, and ceramic tile. Its salespeople are initially divided on the basis of their expertise in a product category. They're then further divided into teams addressing large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores. Which of the following sales-force structures has most likely been combined to form this complex sales-force structure?
product and market
