ch 13
territorial sales-force structure
A company that sells only one product line to one industry with customers in many locations would typically use a ________.
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?
commission
A(n) ________ is the variable amount in a salesperson's compensation.
event marketing program
AirNetwork, a telecommunications company, sponsors a rock concert by a famous band in order to further its brand visibility. This is an example of a(n) ________.
market
Appliance maker Whirlpool assigns individual teams of salespeople to big retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a ________ sales-force structure.
Coupons
________ are certificates that save buyers money while they purchase specified products.
Samples
________ are offers of a trial amount of a product.
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 ________.
premium
Cracker Jack, an American brand snack of caramel-coated popcorn and peanuts, has been in existence since 1896. The brand became popularized due to its free prize inside every box. Which of the following promotion tools does this exemplify?
Sales quotas
________ are the standards stating the amount salespersons should sell and how sales should be divided among the company's products.
Trade shows
________ help companies reach many prospects that are not reached through their sales forces.
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.
follow-up
Global Insurance sells health and life insurance policies to Fortune 500 companies for its employees. The company's salespeople regularly contact decision makers to ensure that the necessary paperwork has been filed and that contracts are executed. Updates are also provided regularly about premium changes for health insurance. Which of the following steps of the selling process does this scenario depict?
approach
Harry Potts is a salesperson for a national pet food company. He meets Karen Sharp, a buyer for a large, specialty pet retailer, and speaks to her at length about the product categories and brands of pet food the retailer currently carries as well as future needs. At which step of the selling process is Harry Potts in the above scenario?
reducing the use of person-to-person selling efforts
How have social media tools most likely affected personal selling?
presentation and demonstration
Howard Genks works as a sales representative for Med-Tex, a firm that manufactures hospital supplies. Recently, a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private clinic. Howard quickly showed the client the range of beds available that were designed specifically for children. In which of the following steps of the selling process was Howard?
market
If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n) ________ sales-force structure.
rebate
In which of the following promotion tools does a customer send a proof of purchase to a manufacturer, who then refunds part of the purchase price by mail?
closing
In which of the following steps of the selling process does a salesperson ask a buyer for an order?
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?
market sales-force structure
In which of the following structures does a company organize its sales force along customer or industry lines?
preapproach
In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?
prospecting
In which step of the selling process does a salesperson or company identify qualified potential customers?
preapproach
In which step of the selling process does a salesperson set call objectives?
prospecting
Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?
advertising specialties
Koffee, a brand of instant coffee, gives away a free coffee mug with its logo imprinted on it with every purchase of a 500g packet of its instant coffee powder. Which promotion tool is Koffee using?
market and territorial
Lemony Inc. sells its popular bottled lemonade — the company's only product — in various geographic locations through tie-ups and agreements with retailers. Each location is represented by two salespersons, one of whom serves current customers while the other finds new ones. Which of the following sales-force structures has most likely been combined to form the complex sales-force structure at Lemony Inc.?
territorial
Loretta Inc., a U.S.-based watch manufacturer, sells its products in France, China, Russia, and India. To manage sales, Loretta appoints a number of sales representatives to each location. Sales representatives report to area managers, and area managers coordinate sales in their respective areas before reporting to regional managers. Loretta has most likely adopted a ________ sales-force structure.
allowance
Millie Foods, producers of baby food, offers a monetary sum to retailers who agree to feature its new products on their shelves for a considerable time period. In this case, the promotion tool used by the company is referred to as a(n) ________.
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.
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.
qualify
Salespeople need to know how to ________ leads, that is identifying good leads and screening out poor ones, at the beginning of the selling process.
call report
Salespeople write up their completed activities in a(n) ________.
product and market
Sleek Designs markets a wide range of kitchen cabinets, counter tops, and ceramic tile. Its salespeople are initially divided on the basis of their expertise in a product category. They're then further divided into teams addressing large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores. Which of the following sales-force structures has most likely been combined to form this complex sales-force structure?
salesperson-owned loyalty
The concept of ________ lends even more importance to the salesperson's customer-relationship-building abilities.
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.
samples
The manufacturer of Two-In-One, a combination shampoo and conditioner, shrink wraps a 4- ounce foil packet of a smoothing hair pomade to its combo product. Which of the following promotion tools is being used in this case?
showing how a company's products can solve a customer's problems
The presentation stage of the selling process most likely involves ________.
follow-up
The salesperson completes any details on delivery time, purchase terms, and other matters during the ________ step of the selling process.
approach
The salesperson should know how to meet and greet the buyer and get the relationship off to a good start in which step of the selling process?
sales reports
Weekly or monthly work plans used by management to get information about salespeople are referred to as ________.
follow-up
What is the last step in the selling process?
persuading resellers to carry a brand
What is the primary goal of trade promotions?
supervising salespeople
What is the purpose of a sales manager using a time-and-duty analysis?
Carlton Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range.
Which of the following examples represents a product sales-force structure?
It conducts business from an office via telephone.
Which of the following is a characteristic of an inside sales force?
allowances
Which of the following is a promotion tool used for trade promotions?
a trade fair showcasing a new audio system developed by an electronics firm
Which of the following is most likely an example of a business promotion tool?
They build relationships with customers through face-to-face collaboration.
Which of the following is most likely true about a sales force in the field?
The performance difference between an average salesperson and a top salesperson is generally substantial.
Which of the following is most likely true of a sales force?
It clearly defines each salesperson's job and establishes accountability.
Which of the following is true of a territorial sales-force structure?
It can unearth problems and provide solutions that no individual salesperson could.
Which of the following statements is most likely true of team selling?
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 include a wide range of tools like samples, coupons, and refunds.
Which of the following statements is true of consumer promotions?
They represent a company to its customers by communicating and selling.
Which of the following statements is true of salespeople?
point-of-purchase promotions
Wisconsin Cheddar has introduced an aged jalapeno cheddar. Displays are set up at various retail cheese stores in the state and patrons are offered free samples as well as $2 off coupons. Which promotion tool is Wisconsin Cheddar most likely using?
Telemarketers and online sellers
________ use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.
