Exam 13: Personal Selling and Sales Promotion

The workload approach to estimate sales force size is outdated.

Why have firms adopted sales force automation systems?

Members of a company's ________ conduct business from their offices through the telephone, the Internet, or visits from customers. outside sales force inside sales force complex sales force customer sales force product sales force

A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process. prospecting preapproach approach presentation closing

How are the personal selling process and the management of customer relationships related?

Why might the follow-up be considered the most critical step of the sales process?

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. What kind of sales promotions would Reliable Tool be likely to use?

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. Why might personal selling be the best promotional tool for Reliable?

The aim of sales management motivation is to encourage salespeople to ________. "work smart" "work hard" "work cooperatively" "work creatively" "work quickly"

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. What is an effective way for salespeople at Reliable Tool Company to follow-up after a call?

The salesperson meets the customer for the first time in the ________ step of the selling process. prospecting qualifying preapproach approach presentation

A company can unite its marketing and sales functions through many activities.Which is the least likely to be effective? assigning a telemarketer the task of visiting a customer arranging joint meetings to clarify all aspects of communication appointing a chief customer officer to oversee both departments having a salesperson preview ads and sales-promotion campaigns sending brand managers on sales calls with a salesperson

Which of the following is a pitfall or disadvantage of team selling? Selling teams can simplify the process for consumers. Individual salespeople like to work with and trust others. Only a few major buying organizations use a team structure to make purchasing decisions. Equitable compensation means each receives an equal share. Salespeople have been trained to excel in individual performance.

The selling process must be understood in the context of building and maintaining ________. value short-term sales competitive advantage profitable customer relationships profit margin

Of the three typical types of sales force structures, which one assigns an exclusive geographical area to each salesperson and requires each salesperson to represent the company's full line of products to customers within that area? territorial product customer complex team

Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation. contests quotas teams reports plans

In this step of the sales process, salespeople can now take advantage of technologies such as DVDs, handheld computers, interactive white boards, and laptop computers to show customers images that support the salesperson's verbal message. prospecting preapproach presentation and demonstration closing follow-up

The growth of product management has contributed to the increasing adoption of customer sales force structures.

Which of the following is the most relevant characteristic that a salesperson should consider when qualifying a prospect? financial ability, longevity in the market longevity in the market, competition special needs, declining sales location, competition financial ability, volume of business

The steps in the selling process, as described by the text, is an example of a ________ process.The aim is to help salespeople close a sale with a customer low prices transaction oriented closing quota short-term sales customer challenge