Exam 12: Marketing Channels: Delivering Customer Value

Of the main consumer promotion tools,which use certificates that give buyers a saving when they purchase specified products?

A major national communications company has increased its inside salesforce.This will help its outside salesforce in all EXCEPT which of the following ways?

The qualities that buyers dislike most in salespeople include all EXCEPT which of the following?

In which step of the sales process would a salesperson call on a customer to ensure proper installation and servicing of a product?

The concept of 'salesperson-owned loyalty' refers to customers' tendencies to become loyal to salespersons as well as to the company.

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have lower staff turnover and higher salesforce performance.

Manufacturers direct more sales promotion dollars toward ________ than to ________.

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

Members of a company's ________ conduct business from their offices through the telephone,the internet or visits from customers.

________ and games of chance and skill give consumers the chance to win something through skill or 'luck of the draw'.

Of the major consumer promotion tools,which is the most effective for introducing a new product or creating excitement for an existing one?

Which of the following is NOT an advantage of a territorial salesforce structure?

At a manufacturer of outdoor furniture and accessories,the marketing and salesforce objectives are to grow relationships with existing customers,while at the same time acquiring new business.Which of the following salesforce compensation plans is most likely to encourage the salesforce to pursue both of these objectives?

Which of the following is NOT a part of salesforce automation systems frequently used by salespeople?

A member of the salesforce at Country Gear,a clothing manufacturer,is preparing for a first meeting with a potential wholesale customer and she is preparing herself by learning as much as she can about the wholesaler's organisation.She is in the ________ step of the personal selling process.

________ are goods offered either free or at low cost as an incentive to buy a product;they may come in-pack,on-pack or delivered through the mail.

Pressure to increase short-term sales,less differentiated brands,declining advertising efficiency and increasingly deal-oriented customers are all factors contributing to the ________.

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople need training in the skills of handling objections.

Salesforce management includes setting salesforce objectives;designing salesforce strategy;and recruiting,________,training,compensating,supervising and evaluating the firm's salespeople.