Chapter 13: Personal Selling and Sales Promotion example #48047

Which of the following statements about personal selling is​ correct?

Which of the following statements is true regarding​ salespeople?

In complex selling​ situations, personal selling can be more effective than advertising because it is​ ______________.

Which of the following statements about coordinating marketing and sales is​ correct?

GE Healthcare employs different sales forces for diagnostic​ imaging, life​ sciences, and integrated IT products and services. GE Healthcare has adopted​ a(n) ______ sales force structure.

​Justin, Inc., a​ U.S.-based watch​ manufacturer, sells its products in​ China, Russia,​ France, and India. To manage​ sales, Justin appoints a number of sales representatives to each location. Justin has adopted a​ ________ sales force structure.

What is the first decision made in sales force​ management?

What are the four elements of a compensation plan for​ salespeople?

After recruiting and selecting​ salespeople, what is the next major step in sales force​ management?

Helping salespeople to​ "work smart" by doing the right things in the right ways is the goal of which area of sales force​ management?

To set its sales force​ size, a company can first group accounts into different classes according to​ size, account​ status, or other factors related to the amount of effort required to maintain the account. It then determines the number of salespeople needed to call on each class of accounts the desired number of times. This is called the​ ______ approach.

What is the fastest growing sales trend​ today?

At which step in the personal selling process does a salesperson meet the customer for the first​ time?

What is the final step in the​ seven-step personal selling​ process?

After the presentation and demonstration step in the sales​ process, a salesperson should next be prepared to​ _______.

Which of the following occurs during the presentation step in the personal selling​ process?

The​ seven-step selling process takes​ a(n) __________ approach to selling. In other​ words, its aim is to help salespeople close a specific sale with a customer.

Most companies today want their salespeople to​ _______, which means demonstrating and delivering superior customer value and capturing a return on that value that is fair for both the customer and the company.

​It's time for the Super​ Bowl, and the​ end-of-the-aisle displays at the supermarket feature​ chips, dips, and soft drinks. What type of sales promotion tool is​ this?

​________ promotions are used to generate business​ leads, stimulate​ purchases, reward​ customers, and motivate salespeople.

Which of the following are objectives of trade​ promotions?

One consumer promotion tool is​ _______, which are goods offered free or at a low cost as an incentive to buy a product.

Which of the following are common trade promotion​ tools?

Which consumer promotion tool is like coupons except that the price reduction occurs after the purchase rather than at the retail​ outlet?

Which of the following statements about sales promotions is​ correct?