CHAPTER 16

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

A sales contest is considered a part of​ __________.

business promotions

Follow-up is the sales step in which a salesperson __________.

checks in with the customer after the sale to ensure customer satisfaction and repeat business

Toro ran a preseason promotion on its snowblower models offering a rebate if the snowfall in the​ buyer's market area turned out to be below average. This is an example of​ __________.

consumer promotion

Which of the following describes a salesperson?

An individual who represents a company to customers by performing the activities of prospecting, communicating, selling, servicing, information gathering, and relationship building

__________ is a sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

Business promotion

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

Closing

__________ is a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships.

Consumer promotion

__________ is creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

Event marketing

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

Handling objections

What​ action(s) can a company take in order to bring marketing and sales functions​ together?

Let brand managers tag along on sales calls

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

Personal selling

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

Preapproach

__________ 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.

Presentation

________ 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

Which of the following describes sales promotion?

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

Which one of the following statements is not true regarding social​ selling?

Social selling has changed the fundamentals of selling.

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

Which of the following statements does not reflect the role of salespersons within a​ company?

The concept of​ salesperson-owned loyalty describes the loyalty that salespersons have toward the company.

An inside sales force is ________.

salespeople who conduct business from their offices via telephone, online and social media interactions, or visits from prospective buyers

Which of the following describes sales force management?

Involves analyzing, planning, implementing, and controlling sales force activities

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

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

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

Approach is the sales step in which a salesperson __________.

meets the customer for the first time

The selling process can best be described as __________.

prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up

The aim of​ transaction-oriented marketing is to help salespeople​ __________.

close a specific sale

The first step in the personal selling process is​ __________.

prospecting

Team selling ________.

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