Marketing Chapter 16

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the​ company's online live chat feature. In her​ company, Robin is most likely a part of the​ ________.

Inside sales force

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 is true about the sales force of a​ company

Salespeople represent customers to the company and manage the buyer-seller relationship.

Which of the following would most likely improve coordination between marketing and​ sales?

Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge.

Which of the following is true about the customer sales force​ structure?

Separate sales forces are set up for different industries, serving current customers versus finding new ones, and serving major accounts versus regular accounts.

Travis Computing Systems earns most of its revenue from sales and​ in-person computer services. The sales force at Travis recently began telemarketing and Web selling. How would telemarketing and Web selling most likely benefit​ Travis?

Travis sales reps would be able to service hard-to-reach customers more effectively.

Morrill Motors splits the United States of America into 10 sales regions. Within each of those​ regions, the company has separate sales personnel selling the​ company's full line of products. Morrill Motors uses a​ ________ sales force structure.

complex

Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in​ door-to-door sales and travels every day to call on customers. In his​company, Kevin is most likely a part of the​ ________

outside sales force

Hannah Adams is a senior sales manager in Elmo​ Corp., a rapidly growing company manufacturing personal computers and printers. In order to handle sales​effectively, Hannah insists on using the services of different groups of people from different departments within the company such as the​ sales, marketing, technical​support, and finance departments. In this​ instance, Hannah makes use of​ ________.

team selling

Stahl Inc. has​ 1,000 A-level​ accounts, each requiring 30 calls per​ year, and​ 3,000 B-level​ accounts, each requiring 10 calls per year. If each salesperson at Stahl Inc. can make​ 1,500 sales calls per​ year, how many salespeople would be needed to meet the total​ workload?

40