SEARCH
You are in browse mode. You must login to use MEMORY

   Log in to start

level: Chapter 13: Personal Selling and Sales Promotion

Questions and Answers List

level questions: Chapter 13: Personal Selling and Sales Promotion

QuestionAnswer
What is The Role of the Sales Force?Linking the company with its customers and coordinating marketing and sales.
What is the goal of every marketing activity?To create customer value, engage customers and build customer relationships.
What are the 6 Major Steps in Sales Force Management?1. Desiging sales force strategy and structure. 2. Recruiting and selecting salespeople. 3. Training salespeople. 4. Compensating salespeople. 5. Supervising salespeople. 6. Evaluating salespeople.
What is Territorial Sales Force Structure?A salesforce organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line.
What is Product Sales Force Structure?A salesforce organization in which salespeople specialize in selling only a portion of the company's products or lines.
What is Customer (market) Sales Force Structure?A salesforce organization in which salespeople specialize in selling only to certain customers or industries.
What are 4 Elements of Compensating Salespeople?1. Fixed amount (salary). 2. Variable amount (commission or bonuses). 3. Expenses. 4. Fringe benefits.
What is Social Selling?Using online, mobile, and social media to engage customers in building stronger relationships.
What are the 7 Steps in the Selling Process?1. Prospecting and qualifying. 2. Pre approach. 3. Approach. 4. Presentation and demonstration. 5. Handling objections. 6. Closing. 7. Follow-up.
What is Sales Promotion?Short-term incentives to encourage the purchase or sale of a product or service.
What are the Sales Promotion Objectives? mention 31. Short-term customer buying or boost customer-brand engagement. 2. Getting retailers to carry new items and more inventory. 3. Generate business, stimulate purchases, reward customers.
What are the 4 Major Sales Promotion Tools?Consumer promotion, trade promotion, event marketing, and business promotion.
What is Consumer Promotion? and give an example.Sales promotion tools such as coupons, refunds, samples.
What is Event Marketing?Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.
What is Trade Promotion?Sales promotion tools used to persuade resellers to carry a brand and promote it in advertising.
What is Business Promotion?Sales promotion tools used to generate business leads and stimulate purchases via conventions and trade shows.