100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
CH 13 MARKETING EXAM QUESTIONS AND ANSWERS 100% CORRECT $13.99   Add to cart

Exam (elaborations)

CH 13 MARKETING EXAM QUESTIONS AND ANSWERS 100% CORRECT

 0 view  0 purchase
  • Course
  • Salesforce
  • Institution
  • Salesforce

CH 13 MARKETING EXAM

Preview 2 out of 11  pages

  • November 5, 2024
  • 11
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
avatar-seller
julianah420
CH 13 MARKETING EXAM

_______________ involves personal presentations by the firm's sales force for the
purpose of engaging customers, making sales, and building customer relationships -
answer Personal selling

Most salespeople are well-educated and well-trained professionals who - answeradd
value for customers and maintain long-term customer relationships.

Salespeople listen to their _________________to solve customer problems. - answer
customers, assess customer needs, and organize the company's efforts

A salesperson is an individual who represents a company to customers by performing
one or more activities: - answerprospecting, communicating, selling, servicing,
information gathering, and relationship building.

The ______________ serves as a critical link between a company and its customers.
They represent the company to customers. - answersales force

Strong relationships with the salesperson will result in - answerstrong relationships with
the company and its products.

A company can take several actions to help bring its marketing and sales functions
closer together: - answercan increase communications between the two groups by
arranging joint meetings and spelling out communications channels, also create joint
objectives and reward systems, and appoint a high-level marketing executive to oversee
both marketing and sales.

Sales force management is defined as - answeranalyzing, planning, implementing, and
controlling sales force activities.

Sales force management includes - answerdesigning sales force strategy and structure,
as well as recruiting, selecting, training, compensating, supervising, and evaluating the
firm's salespeople.

refers to a sales force organization that assigns each salesperson to an exclusive
geographic territory in which that salesperson sells the company's full line -
answerterritorial sales force structure

In a product sales force structure, salespeople specialize in - answerselling only a
portion of the company's products or lines.

, ___________________ refers to a sales force organization in which salespeople
specialize in selling only to certain customers or industries. - answerA customer (or
market) sales force structure

organizing salesforce by - answergeography, customer, product,

Sales Force Structure - answeroutside sales force (or field sales force), an inside sales
force, or both.

In addition to costs savings, in today's digital, mobile, and social media environments,
many buyers prefer ________________ versus the high level of face-to-face contact
once required. Today's customers are more inclined to gather their own information
online. - answerphone and online contact

___________salespeople conducting business from their offices via phone, online,
social, or visits from prospective buyers, can be less costly than outside salesforce. -
answerInside selling

___________reps who travel to call on customers in the field - answeroutside selling

_______________ is another approach in which you use teams of people from sales,
marketing, engineering, finance, technical support and even upper level management to
service complex accounts - answerTeam selling

Example of team selling - answerFor example P&G has a 200 person team to manager
their Walmart business = multifunctional. Marketing strategy, product development,
operations, information systems, logistics, finance, HR

___________________ travel to call on customers in the field - answerOutside
salespeople

____________conduct business from their offices via telephone, online and social
media interactions, or visits from buyers. - answerinside salespeople

______________ are other examples of inside salespeople. - answerTechnical sales
support and sales assistants

_____________ provide technical information and answers to customers' questions. -
answertechnical sales support people

___________ provide research and administrative backup for outside salespeople. -
answerSales assistants

Telemarketers and online sellers use the _________________ to find new leads, learn
about customers and their businesses, or sell and service accounts directly. -
answerphone, Internet, and social media

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller julianah420. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for $13.99. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

83100 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 14 years now

Start selling
$13.99
  • (0)
  Add to cart