Which of the following statements is true regarding salespeople?

​__________ identifies qualified potential customers and is the first step of the personal selling process.

Prospecting

During a sales​ presentation, which of the following would best fit a relationship marketing​ approach?

handle objections

Which of the following is an objective for business​ promotions?

Generating business leads

Once the company has set its​ structure, what is the next strategic decision it​ faces?

Sizing the sales force

Which of the following statements is true regarding​ salespeople?

The best salespeople are the ones who work closely with customers for mutual gain

The concept of​ salesperson-owned loyalty means that​ __________.

customers become loyal to salespeople as well as the companies they represent

Sales​ reports, call​ reports, and expense reports are all used in the process of​ __________ salespeople.

evaluating

One consumer promotion tool is​ __________, which are goods offered free or at a low cost as an incentive to buy a product.

premiums

Helping salespeople to open "work smart" by doing the right things in the right ways is the goal of​ __________, whereas getting them to work hard is the goal of​ __________.

supervision; motivation

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ __________

​transaction-oriented

Which of the following tools can be used as both consumer and trade​ promotions?

Contests, premiums, and displays

That is the first decision made in sales force​ management?

Designing sales force strategy and structure

Delta Faucet partnered with Warrior​ Dash, which sponsored several 5k mud run races around the country over the summer. At each​ event, Delta built a huge custom shower​ station, complete with 184 Delta​ showerheads, where​ mud-soaked competitors could meet and wash off after the race. This is an example of which type of​ promotion?

Event marketing

Which of the following would NOT be a consideration for decision making in designing the full sales promotion​ program?

How to set it apart from other promotion mix elements

Which of the following statements about personal selling is​ correct?

Many customers are unable to distinguish the salesperson from the company.

One study found that the best salespersons have four traits in​ common: intrinsic​ motivation, a disciplined work​ style, the ability to close a​ sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force​ management?

Recruiting and selecting salespeople

What is the focus of the selling​ process?

. Getting new customers

According to the​ text, what is the​ fastest-growing sales trend​ today?

. Social selling

What are the four elements of a compensation plan for​ salespeople?

A fixed​ amount, a variable​ amount, expenses, and fringe benefits

Procter​ & Gamble organizes its sales reps into​ teams, and each team is assigned to a major account​ (such as Safeway or​ Walmart). Which type of sales force structure is​ P&G using in this​ example?

Customer

Which of the following is an objective for trade​ promotions?

Getting retailers to carry new items and more inventory

Many manufacturers have to pay retailers to get shelf space. This is an example of which type of​ promotion?

Push money

__________ identifies qualified potential customers and is the first step of the personal selling process.

Tell a value story.

Some companies still treat sales and marketing as separate functions. One effect this can have is to​ __________.

damage customer relationships

In complex selling​ situations, personal selling can be very effective because it is​ __________.

interpersonal