ch 12&13-advertising and promo mix

A 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

Sales force management refers to __________.

analyzing, planning, implementing, and controlling sales force activities

A business promotion is a __________.

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

__________ 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 trade promotion

__________ is the sales step in which a salesperson meets the customer for the first time.

Approach

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

Closing

__________ consists of interpersonal interactions with customers and prospects to make sales and maintain customer relationships.

Personal selling

__________ refers to analyzing, planning, implementing, and controlling sales force activities.

Sales force management

__________ is using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts.

Team selling

What is closing?

The sales step in which a salesperson asks the customer for an order

A product sales force structure __________.

is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines

A customer sales force structure __________.

is a sales force organization in which salespeople specialize in selling only to certain customers or industries

The presentation step is when a salesperson __________.

tells the "value story" to the buyer, showing how the company's offer solves the customer's problems

A territorial sales force structure is a sales force organization __________.

that assigns each salesperson to an exclusive geographic area in which that salesperson sells the company's full line

During the approach step, __________.

the salesperson should know how to meet and greet the buyer and get the relationship off to a good start

What is sales promotion?

A short-term incentive used to encourage the purchase or sales of a product or a service

A consumer promotion is __________.

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

A salesperson represents a __________.

company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building

An inside sales force __________.

conducts business from their offices via phone, online and social media interactions, or visits from buyers

Event marketing refers to __________.

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

A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries.

customer sales force structure

A(n) __________ conducts business from their offices via phone, online and social media interactions, or visits from buyers.

inside sales force

__________ focuses on the goal of getting new customers, obtaining orders from them, and spending time maintaining existing accounts and building long-term customer relationships.

The selling process

The selling process __________.

focuses on the goal of getting new customers, obtaining orders from them, and spending time maintaining existing accounts and building long-term customer relationships

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

follows up after the sale to ensure customer satisfaction and repeat business

Handling objections is the sales step in which a salesperson __________.

seeks out, clarifies, and overcomes any customer objections to buying