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MKTG Ch. 13- Personal Selling and Sales Promotion Questions and Answers 100% Solved
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MKTG Ch. 13- Personal Selling and Sales Promotion
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MKTG Ch. 13- Personal Selling andSales Promotion
____ refers to personal presentations by the firm's sales force for the purpose of making
sales and building customer relationships. - answer Personal selling
Most salespeople are well-educated and well-trained professionals who add ___ for
customers and maintain long-term customer ___. They ___to their customers, assess
customer ___, and organize the company's efforts to solve customer ___. - answer
value
relationships
listen
needs
problems
an individual who represents a company to customers by performing one or more
activities like prospecting, communicating, selling, servicing, information gathering, and
relationship building. - answer salesperson
Salesperson: Represents a company to customers by performing one or more of the
following activities: (3) - answer Prospecting and communicating
Selling and servicing
Gathering information and building relationships
salespeople:
might largely be a(n) ___, such as the department store salesperson standing behind
the the counter. might be a(n) ___ while positions demand ___, ___, and __ for
products and services ranging from appliances, industrial equipment, and airplanes to
insurance and IT services - answerorder taker
order getter
creative selling, social selling, relationship building
___ is the interpersonal arm of the promotion mix - answerpersonal selling
The ___ serves as a critical link between a company and its customers. They represent
the company to customers. At the same time, they represent customers to the
company. - answersales force
____ lends even more importance to the salesperson's customer-relationship-building
abilities. Strong relationships with the salesperson will result in strong relationships with
the company and its products. Poor salesperson relationships will probably result in
poor company and product relationships. - answerSalesperson-owned loyalty
A company can take several actions to help bring its marketing and sales functions
closer together. At the most basic level, it can increase ____ between the two groups by
arranging joint meetings and spelling out communications channels. A company can
also create joint ___and ___systems. It can appoint a high-level marketing ___ to
oversee both marketing and sales. - answercommunications
objectives, reward
, executive
Role of the Sales Force:
-Serve as a critical link between a(n) ____and its ___
-Coordinate ___and ___ - answercompany, customers
marketing, sales
Analyzing, planning, implementing, and controlling sales force activities - answerSales
Force Management
Steps of sales force management: (6) - answer-Designing a sales force strategy and
structure
-Recruiting and selecting salespeople
-Training salespeople
-Compensating salespeople
-Supervising salespeople
-Evaluating salespeople
A company can divide sales responsibilities along any of several ___. - answerlines
sales force organization in which each salesperson is assigned to an exclusive
geographic area and sells the company's full line of products or services to all
customers in that territory. - answerTerritorial Sales Force Structure
Territorial Sales Force Structure characteristics:
-The organization ___each salesperson's job and fixes ___.
-The organization increases the salesperson's desire to build ___ customer
relationships.
-Because each salesperson travels within a limited geographic area, travel expenses
are relatively ___. - answerdefines, accountability
local
small
sales force organization in which the sales force specialize in selling only a portion of
the company's products or lines. This structure can lead to problems if a single large
customer buys many different company products. - answerProduct Sales Force
Structure:
sales force organization in which the sales force specialize in selling only to certain
customers or industries - answerCustomer (or Market) Sales Force Structure:
Customer (or Market) Sales Force Structure:
Separate sales forces may be set up for different ___, for serving ___customers versus
finding ___ones, and for ___accounts versus ___accounts. - answerindustries
current, new
major, regular
When a company sells a wide variety of products to many types of customers over a
broad geographic area, it often employs a(n) ___, which combines several types of
organization - answercomplex sales force structure
Salespeople can be specialized by: (4) - answerCustomer and territory
Product and territory
Product and customer
Territory, product, and customer
If the company sells many products to many types of customers, it might need a(n) ___
structure, a(n)___ structure, or a combination of the two. - answerproduct sales force
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