Marketing-Chapter 13

showing how a company's products can solve a customer's problems

The presentation stage of the selling process most likely involves ________.

A product sales-force structure is characterized by specialization along product lines.

Which of the following statements is true of a product sales-force structure?

They represent a company to its customers by communicating and selling.

Which of the following statements is true of salespeople?

final buyers

A freestanding insert in the Sunday newspaper for a local restaurant that contains a $5 off coupon for any meal over $20 is an example of a promotion targeted at ________.

price packs

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?

complex

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.

business promotions

Conventions, trade shows, and sales contests are types of ________.

product

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.

market

If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n) ________ sales-force structure.

handling objections

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

prospecting

In which step of the selling process does a salesperson or company identify qualified potential customers?

territorial

Rug Designs Inc, a manufacturer of large area rugs, markets its products throughout the United States using a network of regional sales offices. They are using a ________ sales-force structure.

a call plan

Sales managers use a ________ that shows which customers and prospects to pursue and which activities to carry out.

trade

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers are collectively called ________ promotions.

social selling

The fastest-growing sales trend is ________ that involves the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance.