MRKT 341: Test 4 (Final) Simon With
Complete Solutions
Personal Selling - ANSWER Personal presentations by the firm's sales force for
the purpose of making sales and building customer relationships.
Salesperson - ANSWER An individual who represents a company to customers
by performing one or more of the following activities prospecting,
communicating, selling, servicing, information gathering and relationship
building.
Sales force Management - ANSWER Analyzing, planning, implementing and
controlling sales force activities.
Major Steps in Sales Force Management - ANSWER 1. Designing a strategy
2. Recruiting
3. Training
4. Compensating
5. Supervising
6. Evaluating
Territorial Sales Force Structure - ANSWER A sales force organization that
assigns each salesperson to an exclusive geographic territory in which that
salesperson sells the company's full line.
Ex: Individual territory sales reps may report to area managers, who in turn
report to regional managers who report to a director of sales.
Product Sales Force Structure - ANSWER A sales force organization in which
salespeople specialize in selling only a portion of the company's products or
lines.
Ex: GE employs different sales forces within different product and divisions of its
major businesses.
Customer (or market) Sales Force Structure - ANSWER A sales force
organization in which salespeople specialize in selling only to certain customers
or industries.
Ex: Appliance maker Whirlpool assigns individual teams of salespeople to big
retail customers such as Sears, Lowe's, Best Buy and Home Depot.
,Outside Sales Force (or field sales force) - ANSWER Salespeople who travel to
call on customers in the field.
Inside Sales Force - ANSWER Salespeople who conduct business from their
offices via telephone, online and social media interactions or visits from
prospective buyers.
Team Selling - ANSWER Using teams of people from sales, marketing,
engineering, finance, technical support and even upper management to service
large complex accounts.
Ex: P&G sales reps are organized into Customer Business Development (CBD)
teams. Each CBD team is assigned to a major P&G customer, such as Walmart,
Safeway, or CVS Pharmacy.
Sales Quota - ANSWER A standard that states the amount a salesperson should
sell and how sales should be divided among the company's products.
Selling Process - ANSWER The steps that salespeople follow when selling which
include:
1. Prospecting and Qualifying
2. Preapproach
3. Approach
4. Presentation and Demonstration
5. Handling objections
6. Closing
7. Follow-up.
Prospecting - ANSWER The sales step in which a salesperson or company
identifies qualified potential customers.
Preapproach - ANSWER The sales step in which a salesperson learns as much
as possible about a prospective customer before making a sales call.
Approach - ANSWER The sales step in which a salesperson meets the customer
for the first time.
Presentation - ANSWER The sales step in which a salesperson tells the value
story to the buyer showing how the company's offer solves the customer's
problems.
Handling Objectives - ANSWER The sales step in which a salesperson seeks out,
clarifies and overcomes any customer's objections to buying.
, Closing - ANSWER The sales step in which a salesperson asks the customer for
any order
Follow-up - ANSWER The sales step in which a salesperson follows up after the
sale to ensure customer satisfaction and repeat business.
Sales Promotion - ANSWER Short term incentives to encourage the purchase or
sale of a product or a service.
Ex: A Bed Bath & Beyond ad in your favorite magazine offers 20 percent off on
any single item.
Consumer Promotions - ANSWER Sales promotion tools used to boost short-
term customer buying and engagement or enhance long term customer
relationships.
Ex: Walgreens makes coupons available to its customers through several mobile
channels.
Event Marketing - ANSWER Creating a brand-marketing event or serving as a
sole or participating sponsor of events created by others.
Ex: Red Bull hosts hundreds of events each year in dozens of sports around the
world, designed to bring the high-octane world of Red Bull to its community of
enthusiasts.
Trade Promotions - ANSWER Sales Promotion tools used to persuade resellers
into carrying a brand, give it shelf space, and promote it in advertising.
Ex: Benefits Manufacturers offer the retailers to incentive them to push or really
try to sell their products.
Business Promotions - ANSWER Sales promotion tools used to generate
business leads, stimulate purchases, reward customers and motivate
salespeople.
Ex: Conventions and Trade Shows
Direct and Digital Marketing - ANSWER Engaging directly with carefully targeted
individual consumers and customer communities to both obtain and immediate
response and build lasting customer relationships.
Ex: Amazon.com interacts directly with customers via its Website or mobile app
to help them discover and buy almost anything and everything online.
Complete Solutions
Personal Selling - ANSWER Personal presentations by the firm's sales force for
the purpose of making sales and building customer relationships.
Salesperson - ANSWER An individual who represents a company to customers
by performing one or more of the following activities prospecting,
communicating, selling, servicing, information gathering and relationship
building.
Sales force Management - ANSWER Analyzing, planning, implementing and
controlling sales force activities.
Major Steps in Sales Force Management - ANSWER 1. Designing a strategy
2. Recruiting
3. Training
4. Compensating
5. Supervising
6. Evaluating
Territorial Sales Force Structure - ANSWER A sales force organization that
assigns each salesperson to an exclusive geographic territory in which that
salesperson sells the company's full line.
Ex: Individual territory sales reps may report to area managers, who in turn
report to regional managers who report to a director of sales.
Product Sales Force Structure - ANSWER A sales force organization in which
salespeople specialize in selling only a portion of the company's products or
lines.
Ex: GE employs different sales forces within different product and divisions of its
major businesses.
Customer (or market) Sales Force Structure - ANSWER A sales force
organization in which salespeople specialize in selling only to certain customers
or industries.
Ex: Appliance maker Whirlpool assigns individual teams of salespeople to big
retail customers such as Sears, Lowe's, Best Buy and Home Depot.
,Outside Sales Force (or field sales force) - ANSWER Salespeople who travel to
call on customers in the field.
Inside Sales Force - ANSWER Salespeople who conduct business from their
offices via telephone, online and social media interactions or visits from
prospective buyers.
Team Selling - ANSWER Using teams of people from sales, marketing,
engineering, finance, technical support and even upper management to service
large complex accounts.
Ex: P&G sales reps are organized into Customer Business Development (CBD)
teams. Each CBD team is assigned to a major P&G customer, such as Walmart,
Safeway, or CVS Pharmacy.
Sales Quota - ANSWER A standard that states the amount a salesperson should
sell and how sales should be divided among the company's products.
Selling Process - ANSWER The steps that salespeople follow when selling which
include:
1. Prospecting and Qualifying
2. Preapproach
3. Approach
4. Presentation and Demonstration
5. Handling objections
6. Closing
7. Follow-up.
Prospecting - ANSWER The sales step in which a salesperson or company
identifies qualified potential customers.
Preapproach - ANSWER The sales step in which a salesperson learns as much
as possible about a prospective customer before making a sales call.
Approach - ANSWER The sales step in which a salesperson meets the customer
for the first time.
Presentation - ANSWER The sales step in which a salesperson tells the value
story to the buyer showing how the company's offer solves the customer's
problems.
Handling Objectives - ANSWER The sales step in which a salesperson seeks out,
clarifies and overcomes any customer's objections to buying.
, Closing - ANSWER The sales step in which a salesperson asks the customer for
any order
Follow-up - ANSWER The sales step in which a salesperson follows up after the
sale to ensure customer satisfaction and repeat business.
Sales Promotion - ANSWER Short term incentives to encourage the purchase or
sale of a product or a service.
Ex: A Bed Bath & Beyond ad in your favorite magazine offers 20 percent off on
any single item.
Consumer Promotions - ANSWER Sales promotion tools used to boost short-
term customer buying and engagement or enhance long term customer
relationships.
Ex: Walgreens makes coupons available to its customers through several mobile
channels.
Event Marketing - ANSWER Creating a brand-marketing event or serving as a
sole or participating sponsor of events created by others.
Ex: Red Bull hosts hundreds of events each year in dozens of sports around the
world, designed to bring the high-octane world of Red Bull to its community of
enthusiasts.
Trade Promotions - ANSWER Sales Promotion tools used to persuade resellers
into carrying a brand, give it shelf space, and promote it in advertising.
Ex: Benefits Manufacturers offer the retailers to incentive them to push or really
try to sell their products.
Business Promotions - ANSWER Sales promotion tools used to generate
business leads, stimulate purchases, reward customers and motivate
salespeople.
Ex: Conventions and Trade Shows
Direct and Digital Marketing - ANSWER Engaging directly with carefully targeted
individual consumers and customer communities to both obtain and immediate
response and build lasting customer relationships.
Ex: Amazon.com interacts directly with customers via its Website or mobile app
to help them discover and buy almost anything and everything online.
