Question 1

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

Accepted Answer

A) outside sales force 
B) inside sales force 
C) complex sales force 
D) customer sales force 
E) product sales force 
A) outside sales force 
B) inside sales force 
C) complex sales force 
D) customer sales force 
E) product sales force

Question 2

After a company has determined its sales force structure, it is ready to determine what ________ it needs.

Accepted Answer

A) team structure 
B) sales force size 
C) marketing-sales liaison 
D) sales force supervision 
E) compensation package 
A) team structure 
B) sales force size 
C) marketing-sales liaison 
D) sales force supervision 
E) compensation package

Question 3

The most expensive consumer promotion tool is mobile couponing.

Accepted Answer

A) True 
 B)False

Question 4

Describe the nature of personal selling and the role of the sales force.

Accepted Answer

Today, most salespeople are well-educate

Question 5

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

Accepted Answer

Using this approach, the company first g

Question 6

Of all the ways to structure a sales force, product sales force structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Accepted Answer

A) True 
 B)False

Question 7

Personal selling can be more effective than advertising in some situations.

Accepted Answer

A) True 
 B)False

Question 8

A company can unite its marketing and sales functions through many activities. Which is the least likely to be effective?

Accepted Answer

A) assigning a telemarketer the task of visiting a customer 
B) arranging joint meetings to clarify all aspects of communication 
C) appointing a chief customer officer to oversee both departments 
D) having a salesperson preview ads and sales-promotion campaigns 
E) sending brand managers on sales calls with a salesperson 
A) assigning a telemarketer the task of visiting a customer 
B) arranging joint meetings to clarify all aspects of communication 
C) appointing a chief customer officer to oversee both departments 
D) having a salesperson preview ads and sales-promotion campaigns 
E) sending brand managers on sales calls with a salesperson

Question 9

________ offer consumers savings off the regular price of a product, with the reduced price marked by the producer directly on the label or package.

Accepted Answer

A) Premiums 
B) Patronage rewards 
C) Price packs 
D) Samples 
E) Rebates 
A) Premiums 
B) Patronage rewards 
C) Price packs 
D) Samples 
E) Rebates

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

After a company has determined its sales force structure, it is ready to determine what ________ it needs.

The most expensive consumer promotion tool is mobile couponing.

Describe the nature of personal selling and the role of the sales force.

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

Of all the ways to structure a sales force, product sales force structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Personal selling can be more effective than advertising in some situations.

A company can unite its marketing and sales functions through many activities. Which is the least likely to be effective?

________ offer consumers savings off the regular price of a product, with the reduced price marked by the producer directly on the label or package.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Sustainable Marketing, Social Responsibility and Ethics

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Segmentation, Targeting, and Positioning

Developing and Managing Products and Services

Brand Strategy and Management

Pricing: Understanding and Capturing Customer Value

Marketing Channels

Retailing and Wholesaling

Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Filters

Exam 14: Personal Selling and Sales Promotion

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

After a company has determined its sales force structure, it is ready to determine what ________ it needs.

The most expensive consumer promotion tool is mobile couponing.

Describe the nature of personal selling and the role of the sales force.

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

Of all the ways to structure a sales force, product sales force structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Personal selling can be more effective than advertising in some situations.

A company can unite its marketing and sales functions through many activities. Which is the least likely to be effective?

________ offer consumers savings off the regular price of a product, with the reduced price marked by the producer directly on the label or package.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Sustainable Marketing, Social Responsibility and Ethics

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Understanding Consumer and Business Buyer Behaviour

Segmentation, Targeting, and Positioning

Developing and Managing Products and Services

Brand Strategy and Management

Pricing: Understanding and Capturing Customer Value

Marketing Channels

Retailing and Wholesaling

Communicating Customer Value: Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Filters