Exam 13: Personal Selling and Sales Promotion

Explain how the workload approach helps companies set sales force size.

Internet-based technologies can produce organizational benefits for sales forces.Which of the following is not one of the advantages of online technology? Lists of prospective customers can be generated. Sales teams can have dialogues directly with prospective customers. Sales teams can have live chats with customers. Sales teams can present information and teach most effectively through the Internet. Sales teams can monitor Internet interactions between customers and discover what they like to buy.

In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product? approach presentation and demonstration handling objections follow-up prospecting and qualifying

What are the steps in finding and training an adequate sales force? Which step is most important?

You hear a friend say, "personal selling is just manipulating customers to buy things they do not need." How would a marketer respond to this statement?

How can a marketer using sales promotion rise above promotion clutter?

How might a salesperson represent his or her customers to his or her company?

Which activity is a typical for a sales assistant? call ahead and confirm appointments determine price points initiate administrative tasks make deliveries forward customers' questions

Today, most salespeople are well-educated, well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers, assessing their needs, and organizing the company's efforts to solve customer problems.

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________. sales prospecting company quotas sales quotas sales incentives sales contests

Prospecting is the step in the selling process in which the salesperson ________. meets the customer for the first time learns as much as possible about a prospective customer before making a sales call identifies qualified potential customers tells the product's "value story" to the customer clarifies and overcomes customer objections to buying

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission, companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Which of the following is an advantage created by the use of a sales force automation system? lower costs for training sales personnel increased motivation to acquire new customers decreased need for an inside sales force stronger organizational climate developed by the sales team more efficient scheduling of sales calls and sales presentations

After a company has determined its sales force structure, it is ready to determine what ________ it needs. team structure sales force size marketing-sales liaison sales force supervision compensation package

Morrill Motors splits Canada into 10 sales regions.Within each of those regions, the company maintains two sales teams-one for existing customers and one for prospects.What type of sales force structure does Morrill Motors use? territorial product customer complex workload

The growing use of sales promotions as a type of marketing tool has resulted in ________. advertising specialization promotion clutter promotional marketing advertising clutter promotion fatigue

Designing sales force strategy and structure is a minor element of sales force management, and as such is an aspect that most companies do not spend much time considering.

The latest development in sales force automation is ________. the cell phone the laptop computer the video game the merging of sales processes with social networking Canada Post

Which of the following problems associated with the poor selection of salespeople is least likely to become a real crisis? lower sales costly turnover less productivity less office support disrupted customer relationships

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. Will an inside or outside sales force benefit Reliable Tool more?