MArketing16

________ refers to a practice in which salespeople drop in unannounced on various offices.

Cold calling

Which of the following questions would help a marketer evaluate the return on a sales promotion investment?

Did the promotion attract new customers or more purchasing from current customers?

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

False

Sales promotion consists of long-term incentives to encourage the purchase of a product or service.

False

The goal of supervision is to encourage salespeople to "work hard" and energetically toward sales force goals.

False

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

False

Which of the following is true with regard to personal selling?

Personal selling entails personal presentations by a firm's sales force for the purpose of making sales and building customer relationships.

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Products have become too complicated for one salesperson to handle a large company's needs.

Which of the following is true with regard to prospecting?

Salespersons identify qualified potential customers

Business promotions are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

True

A(n) ________ is a written representation of a salesperson's completed activities.

call report

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

Which of the following steps in the selling process is most focused on ensuring customer satisfaction and repeat business?

follow-up

Monty Boyd, an account manager, travels frequently on West Coast Airlines. Monty earns points for every mile he flies, and he will soon have enough points to receive a free airline ticket. West Coast Airlines is attempting to build a strong customer relationship with Monty through a ________.

frequency marketing program

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

time-and-duty analysis tool