MKT Ch. 13

what is the first step in the selling process?

prospecting

A(n) __________ is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines.

product sales force structure

Preapproach is the sales step in which __________.

a salesperson learns as much as possible about a prospective customer before making a sales call

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

handling objections

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

sales force management

Personal selling is __________.

presentations by the firm's sales force for the purpose of making sales and building customer relationships

sales quota

standards stating the amt they should sell & how sales should be divided among the company's products

The salesperson featured in the​ video, Dominic​ DeMarino, is a Pacemaker Defibrillator Sales Representative for Medtronic. As part of his​ job, he is often invited to large hospitals to participate during​ open-heart surgeries in order to ensure the​ company's medical devices are working properly. Based upon this​ description, Dominic could best be described as​ a(n) __________.

field sales representative

A particularly rewarding aspect of​ Dominic's sales job is that it requires him to check in on patients after their heart surgeries to make sure that their Medtronic pacemakers and defibrillators are working well. This corresponds to what phase of the selling​ process?

follow-up

__________ is the sales step in which a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

presentation

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

a salesperson

_______ is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business.

follow-up

A(n) __________ is salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers.

inside sales force

A consumer promotion is __________.

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

________ is the short-term incentives used to encourage the purchase or sales of a product or a service.

sales promotion

outside sales force

salespeople who travel to call on customers in the field

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

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

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

a business promotion

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

customer sales force structure

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

event marketing

During the​ __________ phase of the sales​ process, Dominic researched and identified a number of key factors that might preclude the hospital and doctor from considering the Medtronic product line.

pre-approach

Closing is ________.

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

__________ is the steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.

the selling process

social setting

use of online, mobile, & social media to engage customers, build stronger customer relationships, & augment sales performance

prospecting

identifying potential customers

The video describes an instance in which Dominic discovered that a heart surgeon had just taken a new job at a large hospital where​ Dominic's major​ competitor's contract was up for renewal. What phase of the selling process corresponds best to this​ discovery?

prospecting

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

team selling

To overcome the many obstacles Medtronic faced in winning the large​ hospital's business, Dominic worked diligently to demonstrate his dependability. He showed the hospital how his product would create efficiencies and he made himself available to the doctors 24 hours a​ day, seven days a week. In so​ doing, Dominic was practicing​ ________.

value selling