Question 1

Personal Selling

Accepted Answer

One of the oldest professions in the world -->salespeople, sales reps, agents, district managers, account executives, sales consultants, sales engineers

Question 2

Personal selling is the _________ arm of the promotion mix

Accepted Answer

Interpersonal (vs. advertising which is non personal)

Question 3

Salesperson

Accepted Answer

Individual who represents a company to customers by performing:  -prospecting -communicating -selling -servicing -info gathering -relationship building

Question 4

Sales Force Management

Accepted Answer

analyzing, planning, implementing, and controlling sales force activities:  1. Design sales force structure 2. Recruit salespeople 3. Train salespeople 4. Compensate salespeople 5. Supervise salespeople 6. Evaluate salespeople

Question 5

Territorial sales force structure

Accepted Answer

Assigns each salesperson to an exclusive geographic territory in which that salesperson sells company\'s full line -increases salesperson\'s desire to build local customer relationships *company sells only ONE product line to one industry with customers in many locations*

Question 6

Product sales force structure

Accepted Answer

Salespeople sell only a portion of the company\'s products or lines *company sells many products to many types of customers* ex) GE employs different sales forces within different product & service divisions of its major businesses --> no single salesperson can be an expert for all GE\'s products so product specialization is required

Question 7

Customer (or market) sales force structure

Accepted Answer

Salespeople sell only to certain customers or industries -Separate sales forces set up to serve current customers versus finding new ones, & serving major accounts versus regular accounts ex) Whirlpool assigns individual teams of salespeople to big retail customers like Sears, Lowes, Best Buy, etc.

Question 8

Outside sales force (field source)

Accepted Answer

Salespeople who travel to call on customers in the field

Question 9

Inside sales force

Accepted Answer

Conduct business from their offices via telephone -has grown recently as a result of increased outside selling costs and the surge in online, mobile, & social media technologies

Question 10

Team selling

Accepted Answer

Using teams of ppl from sales, marketing, engineering, finance, technical support, to service large complex

Question 11

Social selling

Accepted Answer

using online, mobile, social media to engage w/ customers & build stronger relationships

Question 12

Selling process

Accepted Answer

1. Prospecting & qualifying 2. Preapproach 3. Approach 4. Presentation & Demonstration 5. Handling objections 6. Closing 7. Follow-up

Question 13

Prospecting

Accepted Answer

Identifying qualified customers & approaching the right ones

Question 14

Preapproach

Accepted Answer

Salesperson learns as much as possible about the organization (what it needs, who is involved in buying) and prospective customer before making a sales call

Question 15

Approach

Accepted Answer

Salesperson meets customer for first time: meet and greet the buyer

Question 16

Presentation

Accepted Answer

Salesperson tells \"value story\" to buyer usually using the *customer-solution approach*

Question 17

Handling objections

Accepted Answer

Salesperson seeks out, clarifies, and overcomes any customer objections to buying

Question 18

Closing

Accepted Answer

Salesperson tries to close the sale and asks the customer for an order

Question 19

Follow-up

Accepted Answer

Last step in selling process: salesperson ensures customer satisfaction in order to repeat business

Question 20

Sales promotion

Accepted Answer

Short-term incentives to encourage the purchase or sale of a product or a service

Question 21

Consumer promotion

Accepted Answer

Sales promotion tools to boost short-term customer buying & engagement: -samples, coupons, refunds, premiums, point-of-purchase displays to contests, sweepstakes, etc

Question 22

Event marketing

Accepted Answer

Creating a brand-marketing event or serving as participating sponsors of events created by others

Question 23

Trade promotions

Accepted Answer

Used to persuade resellers to carry a brand, give it shelf space, and promote in advertising & push it to consumers

Question 24

Business promotions

Accepted Answer

Used to generate business leads, stimulate purchases, reward customers, and motivate salespeople ex) conventions, trade shows, sales contests

Question 25

Which of the following is true with regard to personal selling? A.An outside sales force is not involved in personal selling.  B.Personal selling involves making personal requests to potential buyers to enter into short-term business relationships with firms.  C. Selling entails personal presentations by a firm\'s sales force for the purpose of making sales and building customer relationships.   D.Personal selling distances the buyer from the seller and does not focus on building enduring relationships.

Accepted Answer

C. Selling entails personal presentations by a firm\'s sales force for the purpose of making sales and building customer relationships

Question 26

What would most likely improve coordination between marketing and sales?

Accepted Answer

Salespeople should participate in marketing planning sessions by *sharing firsthand customer knowledge*.

Question 27

If a company ________, it should adopt a *product sales force structure* in which the sales force specializes along product lines

Accepted Answer

has numerous and complex products

Question 28

In the ________, separate sales forces are set up for different industries

Accepted Answer

Customer sales force structure

Question 29

Kevin is a salesperson working for a company that manufactures gardening tools. He is involved in door-to-door sales and travels every day to call on customers. In his company, Kevin is most likely a part of the ________.

Accepted Answer

Outside sales force

Question 30

Robin works in a manufacturing company in Ohio. She sells products and handles customer requests via the company\'s online live chat feature. In her company, Robin is most likely a part of the ________.

Accepted Answer

Inside sales force

Question 31

Amanda insists on ________, or using groups of people from various departments such as sales, technical support, engineering, and even upper management to service complex accounts.

Accepted Answer

Team selling

Question 32

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Accepted Answer

Melissa, a proven salesperson from a competing firm

Question 33

Time-and-Duty analysis tool

Accepted Answer

Shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson

BUAD301 Chapter 16 – Flashcards

Unlock all answers in this set

Haven't found what you were looking for?

Search for samples, answers to your questions and flashcards