Exam 12: Marketing Channels: Delivering Customer Value

Companies that use a customer salesforce structure organise their salespeople by ________.

A(n)________ serves as a critical link between a company and its customers by representing the company to customers,and representing the customers to the company.

Companies are always looking for ways to increase active selling time.All of the following are ways to save time to accomplish this goal EXCEPT which one?

Sales applicants are LEAST likely to be tested for ________.

The salesforce at a high-tech firm recently began telemarketing and Web selling.How will this MOST likely benefit the firm?

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

The purpose of qualifying leads is to ________ good customers and ________ poor ones.

________ is the step in the selling process when the salesperson asks the customer for an order.

Formal salesforce evaluation requires management to develop and communicate clear standards for judging performance and provide constructive feedback and motivation to perform well.

Which of the following is the growing trend of using a group of people from sales,marketing,engineering,finance,technical support and even upper management to service large,complex accounts?

Perhaps the fastest-growing salesforce technology tool is ________.

The step in the selling process that poses the most difficult challenge for many salespeople,simply because they lack confidence,feel guilty about asking for the order,or fail to recognise the right moment to close the sale is ________.

Follow-up is the last step in the selling process,when the salesperson follows-up after the sale to ensure customer satisfaction and ________ business.

Sales management at a Printing Services firm is planning a training program to improve the performance of its salesforce.Which of the following would be MOST beneficial for management to include in the training sessions?

Through trade promotions,manufacturers sometimes pay various ________ to retailers for such activities as advertising,displays and physical distribution.

The prospecting step in the selling process includes identifying and ________ the prospects.

Which of the following is the term for the individuals in a company who travel to call on customers in the field?

Kellogg's Nutri-Grain breakfast cereal is the major sponsor of the annual Australian Iron Man competition.The brand uses the tag line 'Nutri-Grain - Iron Man Food'.Throughout the competition,Kellogg's provides complementary breakfasts for athletes.This is an example of which type of sales promotion?

Of the three typical types of salesforce 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?