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MRKT Ch 13 Questions and Answers 100% Solved
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Exam of 2 pages for the course salesforce at salesforce (MRKT Ch 13)
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MRKT Ch 13In marketing how is personal selling defined? - answer Personal presentation by the
firm's sales force for the purpose of making sales and building customer relationships.
In marketing terms, define a salesperson. - answer An individual representing a
company to customers by performing one or more of the following activities:
prospecting, communicating, selling, servicing, information gathering, and relationship
building.
In marketing terms define sales force management. - answer The analysis, planning,
implementation, and control of sales force activities. It includes designing sales force
strategy and structure and recruiting, selecting, training, supervising, compensating, and
evaluating the firm's salespeople.
Define a product sales force structure. - answerA sales force organization in which
salespeople specialize in selling only a portion of the company's products or lines.
What is a customer (or market) sales force structure? - answerA sales force
organization in which salespeople specialize in selling only to certain customers or
industries.
What is an outside sales force (or field sales force)? - answerSalespeople who travel to
call on customers in the field.
What is an inside sales force? - answerSalespeople who conduct business from their
offices via telephone, the internet, or visits from prospective buyers.
What is team selling? - answerUsing teams of people from sales, marketing,
engineering, finance, technical support, and even upper management to service large
complex accounts.
What is a sales quota? - answerA standard that states the amount a salesperson should
sell and how sales should be divided amoung the company's products.
Selling process - answerThe steps that the salesperson follows when selling, which
include prospecting and qualifying, preapproach, approach, presentation and
demonstration, handling objections, closing, and follow-up
Prospecting - answerThe step in the selling process in which the salesperson or
company identifies qualified potential customers.
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