MKT 3013 Chapter 13 Mylabs

Personal selling can be very effective in complex selling situations because it involves​ ________ interactions and engagement between salespeople and individual customers.

Interpersonal

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

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

A salesperson standing behind the counter at a department store is fulfilling which selling​ function?

Order taker

At which step of the selling process does the salesperson tell the​ "value story" to the​ buyer, showing how the​ company's offer solves the​ customer's problems?

Presentation

Which of the following is NOT a common trade promotion​ tool?

Price packs

The first step in the selling process is​ ________.

Prospecting

Which consumer promotion tool is like​ coupons, except that the price reduction occurs after the purchase rather than at the retail​ outlet?

Rebates

​___________ are promotional tools that can be used to attract consumers.

Rebates, coupons, price​ packs, and samples

At which step in the personal selling process does a salesperson meet the customer for the first​ time?

Approach

Which of the following are four the major types of sales promotion​ tools?

Consumer, trade,​ business, and sales force

Which of the following identifies the six major sales force management steps in the correct​ order?

Designing sales force strategy and​ structure, recruiting and selecting​ salespeople, training​ salespeople, compensating​ salespeople, supervising​ salespeople, and evaluating salespeople

________ are the objectives of business promotions.

Generating business​ leads, stimulating​ purchases, rewarding​ customers, and motivating salespeople

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

Salespeople are often the only direct contact with a customer.

_______ is the use of​ online, mobile, and social media to engage​ customers, build stronger customer​ relationships, and augment sales performance.

Social selling

When teams acknowledge that a single salesperson​ can't handle all of a large​ customer's needs, they use​ ________ selling to service​ large, complex accounts.

Team

The structure decision is simple if the company sells only one product line to one industry with customers in many locations. In that case the company would use a​ ________ sales force structure.

Territorial

Which of the following statements about sales promotions is​ correct?

The heavy use of sales promotions has resulted in promotion clutter.

Which of the following are used to persuade resellers to carry a​ brand, give it shelf​ space, and promote it in​ advertising?

Trade promotions

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management?

Training salespeople

The four elements of a compensation plan for salespeople are​ __________.

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

In which stage of the selling process does the salesperson ask for an​ order?

closing

Personal selling can be more effective than advertising in complex selling situations because it is​ __________.

interpersonal

​P&G sales reps are integrated into Customer Business Development​ (CBD) teams. Each CBD team is assigned to a major​ P&G customer, such as​ Walmart, Safeway, or CVS Health.​ P&G has adopted a​ ________ sales force structure.

market

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

premiums

Before meeting and greeting a​ buyer, a salesperson should​ ________.

research the buyer to prepare for the meeting

More than a​ territory, compensation, and​ training, new salespeople need​ ________.

supervision and motivation

During the presentation step in the personal selling​ process, the salesperson should​ ________.

tell the buyer a​ "value story"

Justin, Inc., a​ U.S.-based watch​ manufacturer, sells its products in​ China, Russia,​ France, and India. To manage​ sales, Justin appoints a number of sales representatives to each location. Justin has adopted a​ ________ sales force structure.

territorial

To set its sales force​ size, a company can first group accounts into different classes according to​ size, account​ status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the​ ________ approach.

workload

As companies become more​ market-centered, a​ customer-focused sales force​ _________.

works to produce both customer satisfaction and company profit

​It's time for the Super​ Bowl, and the​ end-of-the-aisle displays at the supermarket feature​ chips, dips, and soft drinks. What type of sales promotion tool is​ this?

​Point-of-purchase

The​ seven-step selling process takes a​ __________ approach to selling. In other​ words, its aim is to help salespeople close a specific sale with a customer.

​transaction-oriented

Closing a sale with a particular customer is a​ short-term ________​ orientation, but the selling process must also take a​ ________ orientation and look at the long term.

​transactional; relationship