MRKT 341 Exam 4 with 108 Questions and
Answers
Personal Selling -
✔️interpersonal interactions with customers and prospects to make sales and maintain customer
relationships
sales force structures -
✔️territorial, product, customer (market), complex
territorial sales force structure -
✔️salesperson assigned to exclusive geographic region, and sells full line of products to all
customers in their region
product sales force structure -
✔️salespeople specialize in selling only a portion of the company's products or lines
customer (market) sales force structure -
✔️salespeople specialize in selling only to certain customers or industries
complex sales force structure -
✔️combines several types of sales force organization
motivating sales people -
✔️-Quotas
-Evaluations
-Salary
-Commission
personal selling process -
,✔️1. Prospecting
2. Preapproach
3. Approach
4. Presentation and Demonstration
5. Handling Objections
6. Closing
7. Follow-up
prospecting -
✔️the sales step in which a salesperson or company identifies qualified potential customers
preapproach -
✔️the sales step in which a salesperson learns as much as possible about a prospective customer
before making a sales call
approach -
✔️the sales step in which a salesperson meets the customer for the first time
presentation and demonstration -
✔️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 and add value to their business
handling objections -
✔️the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections
to buying
closing -
✔️the sales step in which a salesperson asks the customer for an order
follow-up -
✔️the sales step in which a salesperson follows up after the sale to ensure customer satisfaction
and repeat business
, sales promotion -
✔️Short-term incentives to encourage the purchase or sale of a product or service
consumer promotions -
✔️sales promotion tools used to boost short-term customer buying and engagement or enhance
long-term customer relationships
consumer promotions -
✔️samples, coupons, sweepstakes, event sponsorship
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
trade promotions -
✔️discounts, free goods
business promotions -
✔️sales promotion tools used to generate business leads, stimulate purchases, reward customers,
motivate salespeople
business promotions -
✔️conventions, trade shows
digital and social media marketing -
✔️Using digital marketing tools such as Web sites, social media, mobile apps and ads, online video,
e-mail, and blogs that engage consumers anywhere, at any time, via their digital devices
traditional direct marketing -
✔️face-to-face selling, direct-mail marketing, catalog marketing, telemarketing, direct-response TV
marketing, kiosk marketing
Answers
Personal Selling -
✔️interpersonal interactions with customers and prospects to make sales and maintain customer
relationships
sales force structures -
✔️territorial, product, customer (market), complex
territorial sales force structure -
✔️salesperson assigned to exclusive geographic region, and sells full line of products to all
customers in their region
product sales force structure -
✔️salespeople specialize in selling only a portion of the company's products or lines
customer (market) sales force structure -
✔️salespeople specialize in selling only to certain customers or industries
complex sales force structure -
✔️combines several types of sales force organization
motivating sales people -
✔️-Quotas
-Evaluations
-Salary
-Commission
personal selling process -
,✔️1. Prospecting
2. Preapproach
3. Approach
4. Presentation and Demonstration
5. Handling Objections
6. Closing
7. Follow-up
prospecting -
✔️the sales step in which a salesperson or company identifies qualified potential customers
preapproach -
✔️the sales step in which a salesperson learns as much as possible about a prospective customer
before making a sales call
approach -
✔️the sales step in which a salesperson meets the customer for the first time
presentation and demonstration -
✔️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 and add value to their business
handling objections -
✔️the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections
to buying
closing -
✔️the sales step in which a salesperson asks the customer for an order
follow-up -
✔️the sales step in which a salesperson follows up after the sale to ensure customer satisfaction
and repeat business
, sales promotion -
✔️Short-term incentives to encourage the purchase or sale of a product or service
consumer promotions -
✔️sales promotion tools used to boost short-term customer buying and engagement or enhance
long-term customer relationships
consumer promotions -
✔️samples, coupons, sweepstakes, event sponsorship
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
trade promotions -
✔️discounts, free goods
business promotions -
✔️sales promotion tools used to generate business leads, stimulate purchases, reward customers,
motivate salespeople
business promotions -
✔️conventions, trade shows
digital and social media marketing -
✔️Using digital marketing tools such as Web sites, social media, mobile apps and ads, online video,
e-mail, and blogs that engage consumers anywhere, at any time, via their digital devices
traditional direct marketing -
✔️face-to-face selling, direct-mail marketing, catalog marketing, telemarketing, direct-response TV
marketing, kiosk marketing
