Exam 12: Personal Selling and Sales Promotion: Creating Value in Relationships

Perhaps the fastest-growing salesforce technology tool is ________.

________ 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.

Of the following,which is the LEAST creative sales position?

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Through trade promotions,manufacturers sometimes pay various ________ to retailers for such activities as advertising,displays and physical distribution.

A corporation provides new salespeople with extensive training in the art of listening and problem-solving.It utilises which approach to selling?

Today,most salespeople are well-educated,well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers,assessing their needs and organising the company's efforts to solve customer problems.

A large consumer product company that sells its products to wholesalers and retailers is LEAST likely to do which of the following?

Rather than creating only short-term sales or temporary brand switching,________ should help to reinforce the product's position and build long-term customer relationships.

Salespeople should know how to recognise ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

Which of the following is the collective term for the individuals in a company who travel to call on customers in the field?

The sole purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

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

A company can unite its marketing and sales functions through all of the following activities EXCEPT ________.

A company has 1000 Type-A customer accounts,each requiring 28 calls per year,and 2200 Type-B customer accounts,each requiring 15 calls per year.What is the salesforce's workload?

Companies that use a customer salesforce structure organise their salespeople by ________.

Describe several ways in which management can evaluate salesforce performance.

Pressure to increase short-term sales,less differentiated brands,declining advertising efficiency and increasingly deal-oriented customers are all factors contributing to the ________.

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

The concept of 'salesperson-owned loyalty' refers to customers' tendencies to become loyal to salespersons as well as to the company.