Exam 16: Personal Selling and Sales Promotion

Formal sales force evaluations require management to develop and communicate clear standards for judging performance,and they provide salespeople with constructive feedback and motivation to perform well.

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.

The sales force serves as a critical link between a company and its .suppliers

During the prospecting stage,a salesperson needs to discriminate between good leads and poor leads,which is known as ________.

What is the relationship between the personal selling process and the management of customer relationships?

The growth of product management has contributed to the increasing adoption of customer sales force structures.

A(n)________ is a salesperson's write-up of his or her completed sales activities

On average,active selling time accounts for more than 50 percent of total working time.

Which of the following questions would be the best one to help a marketer evaluate the return on a sales promotion investment?

Sales have been slow recently at B & B Materials,so management has organized a training program to improve the performance of its sales force.Which of the following would most likely lead to improved sales for B & B Materials?

Value merchant salespeople document and demonstrate the superior value of their products and services in hopes of ________.

_____________ are often used to reduce time demands on their outside sales forces.This is one way companies can increase the size of their inside sales forces,which also includes technical support people and sales assistants.

Instead of creating only short-term sales or temporary brand switching,________ should reinforce a product's position and build long-term customer relationships.

Tom is in the prospecting stage.He most likely identifies potential customers through which of the following methods?

Johnson Business Solutions Inc.maintains one sales force for its copy machines and a separate sales force for its computer systems.Johnson Business Solutions utilizes a ________ structure.

Kirk Wilkins renewed his cellphone contract with Zip Wireless and purchased a new cellphone through the Zip website.If Kirk mails Zip his phone receipt,proof of purchase,and a completed form,he will receive $50 in the mail.What type of sales promotion is being used by Zip?

Developing sales force strategy and structure is a minor element of sales force management and is an aspect that most companies fail to spend much time considering.

Which of the following is an advantage of a product sales force structure?

Janice was just promoted to the head of sales.She wants to implement a new training program for salespeople to teach them about________________.

Organizational climate describes the opportunities that salespeople have for rewards for a good performance.