MKTG Chapter 13

__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building. Team selling Personal selling Sales force management A salesperson

A salesperson

__________ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying. Presentation Approach Handling objections Preapproach

Handling Objections

Preapproach is the sales step in which __________. a salesperson meets the customer for the first time a salesperson seeks out, clarifies, and overcomes any customer objections to buying a salesperson learns as much as possible about a prospective customer before making a sales call a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems

A salesperson learns a 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 consumer promotion A business promotion Event marketing A trade promotion

A trade promotion

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

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 Trade promotion Business promotion Consumer promotion

Event marketing

A(n) __________ is salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers. product sales force structure territorial sales force structure inside sales force customer sales force structure

Inside sales force

__________ 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 Preapproach Handling objections Approach

Presentation

__________ is/are presentations by the firm's sales force for the purpose of making sales and building customer relationships. Sales quota Personal selling Sales force management Team selling

Personal selling

__________ is a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships. Event marketing A consumer promotion A trade promotion A business promotion

A consumer promotion

_______ is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business. Sales promotion Prospecting Follow-up Closing

Follow-up

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

Product sales force structure

________ is the short-term incentives used to encourage the purchase or sales of a product or a service. Sales promotion Follow-up Prospecting Closing

Sales Promotion

__________ refers to analyzing, planning, implementing, and controlling sales force activities. Sales quota Personal selling Team selling Sales force management

Sales force management

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

Team Selling

A(n) __________ is a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line. territorial sales force structure inside sales force product sales force structure customer sales force structure

Territorial sales force structure

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

The selling process

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

A business promotion

__________ is the sales step in which a salesperson meets the customer for the first time. Presentation Preapproach Handling objections Approach

Approach

________ is the sales step in which a salesperson asks the customer for an order. Follow-up Prospecting Sales promotion Closing

Closing