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CH 13 MARKETING EXAM QUESTIONS AND ANSWERS 100% CORRECT
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CH 13 MARKETING EXAM
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CH 13 MARKETING EXAM_______________ involves personal presentations by the firm's sales force for the
purpose of engaging customers, making sales, and building customer relationships -
answer Personal selling
Most salespeople are well-educated and well-trained professionals who - answeradd
value for customers and maintain long-term customer relationships.
Salespeople listen to their _________________to solve customer problems. - answer
customers, assess customer needs, and organize the company's efforts
A salesperson is an individual who represents a company to customers by performing
one or more activities: - answerprospecting, communicating, selling, servicing,
information gathering, and relationship building.
The ______________ serves as a critical link between a company and its customers.
They represent the company to customers. - answersales force
Strong relationships with the salesperson will result in - answerstrong relationships with
the company and its products.
A company can take several actions to help bring its marketing and sales functions
closer together: - answercan increase communications between the two groups by
arranging joint meetings and spelling out communications channels, also create joint
objectives and reward systems, and appoint a high-level marketing executive to oversee
both marketing and sales.
Sales force management is defined as - answeranalyzing, planning, implementing, and
controlling sales force activities.
Sales force management includes - answerdesigning sales force strategy and structure,
as well as recruiting, selecting, training, compensating, supervising, and evaluating the
firm's salespeople.
refers to a sales force organization that assigns each salesperson to an exclusive
geographic territory in which that salesperson sells the company's full line -
answerterritorial sales force structure
In a product sales force structure, salespeople specialize in - answerselling only a
portion of the company's products or lines.
, ___________________ refers to a sales force organization in which salespeople
specialize in selling only to certain customers or industries. - answerA customer (or
market) sales force structure
organizing salesforce by - answergeography, customer, product,
Sales Force Structure - answeroutside sales force (or field sales force), an inside sales
force, or both.
In addition to costs savings, in today's digital, mobile, and social media environments,
many buyers prefer ________________ versus the high level of face-to-face contact
once required. Today's customers are more inclined to gather their own information
online. - answerphone and online contact
___________salespeople conducting business from their offices via phone, online,
social, or visits from prospective buyers, can be less costly than outside salesforce. -
answerInside selling
___________reps who travel to call on customers in the field - answeroutside selling
_______________ is another approach in which you use teams of people from sales,
marketing, engineering, finance, technical support and even upper level management to
service complex accounts - answerTeam selling
Example of team selling - answerFor example P&G has a 200 person team to manager
their Walmart business = multifunctional. Marketing strategy, product development,
operations, information systems, logistics, finance, HR
___________________ travel to call on customers in the field - answerOutside
salespeople
____________conduct business from their offices via telephone, online and social
media interactions, or visits from buyers. - answerinside salespeople
______________ are other examples of inside salespeople. - answerTechnical sales
support and sales assistants
_____________ provide technical information and answers to customers' questions. -
answertechnical sales support people
___________ provide research and administrative backup for outside salespeople. -
answerSales assistants
Telemarketers and online sellers use the _________________ to find new leads, learn
about customers and their businesses, or sell and service accounts directly. -
answerphone, Internet, and social media
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