Exam 12: Marketing Channels: Delivering Customer Value

An example of a(n)________ is a five-foot-high cardboard display of Frosty the Tiger placed next to Kellogg's Frosted Flakes breakfast cereal boxes in the supermarket aisle.

According to the text,sales people spend most of their time engaged in which activity?

Personal selling plays a major role in most companies.

Most companies use some form of the workload approach to ________.

A salesperson's ________ is often related to how well he or she meets a set quota.

Salesforce management involves the analysis,planning,implementation and ________ of salesforce activities.

________ involves two-way personal communication between salespeople and individual customers-whether face-to-face,by telephone,through video or web conferences,or by other means.

The selling process consists of a number of steps.Which of the following is NOT one of the steps in the personal selling process?

Free or discounted goods provided at store level or through the media,such as inserts designed to facilitate product trial,are known as ________.

________ rewards are cash,merchandise or service rewards offered to consumers who make continual use of a company's products.

A company has 1000 Type-A accounts,each requiring 28 calls per year,and 2200 Type-B accounts,each requiring 15 calls per year.If each salesperson at the company makes 1500 sales calls per year on average,approximately how many salespeople will be needed?

Which of the following is NOT an objective for trade promotions?

Business promotion tools are used for all of the following EXCEPT to ________.

The step that follows approach in the selling process is ________.

When considering personal selling,________ are involved in two-way personal communication with customers with whom they build long-term relationships.

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

A salesperson's compensation plan is typically made up of several elements-a fixed amount,________,expenses and fringe benefits.

Though Web-based technologies are useful selling tools,it is often more advantageous for a salesperson to have a face-to-face meeting with a customer when it comes time to close a deal.

More and more companies are now using a ________ salesforce structure,in which they organise the salesforce along customer or industry lines.

The goal of sales motivation is to encourage salespeople to ________ and energetically towards salesforce goals.