Chapter 16 quiz
Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?
as each salesperson travels within a limited geographic area, travel expenses would decline
After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.
closing
Trade shows most likely help companies to ________.
find new sales leads
Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company's online live chat feature. In her company, Robin is most likely a part of the
inside sales force
Melissa Price is a member of the sales force at Urban Fashions, a Houston-based manufacturer of women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the ________ step of the personal selling process.
pre approach
During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.
presentation
________ are like coupons except that the price reduction occurs after the purchase rather than at the retail outlet.
rebates
Which of the following is the most effectivelong dash—but most expensivelong dash—way to introduce a new product or create new excitement for an existing one?
sampling
Which of the following is the best way for a company to increase selling time?
simplifying administrative duties
In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region
territorial sales force structure