CH 13 MRKT Quiz

In marketing terms, define a salesperson.

 

An individual representing a company to customers by performing one or more of the following activities:  prospecting, communicating, selling, servicing, information gathering, and relationship building.

In marketing terms define sales force management.

 

The analysis, planning, implementation, and control of sales force activities.  It includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople.

In marketing how is personal selling defined?

Personal presentation by the firm's sales force for the purpose of making sales and building customer relationships.

Define a product sales force structure.

 

A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines.

What is a customer sales force structure?

 

A sales force organization under which salespeople specialize in selling only to certain customers or industries.

What is an outside sales force?

 

Outside salespeople who travel to call on customers in the field.

What is an inside sales force?

 

Inside salespeople who conduct business from their offices via telephone, the internet, or visits from prospective buyers.

What is team selling?

 

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts.

What is a sales quota?

 

A standard that states the amount a salesperson should sell and how sales should be divided amoung the company's products.

 

What is a sales promotion?

 

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

What are consumer promotions?

 

Sales promotion tools used to boost short-term customer buying and involvement or to enhance long-term customer relationships.

What are trade promotions?

 

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising and push it to consumers.

What are business promotions?

 

Sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

What is event marketing?

 

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.