Chapter 16

Question 1

….. is when each salesperson is assigned an exclusive geographic area and sells the company’s full line of produce and services to all customers in that territory.

Answer 1

Territoral sales force structure

Question 2

….. is when each salesperson sells along the product lines.

Answer 2

Product sales force structure

Question 3

….. is when each salesperson sells along customer or industry lines.

Answer 3

Customer sales force structure

Question 4

….. to sales force size refers to grouping accounts into different classes to determine the number of salespeople needed.

Answer 4

Workload approach

Question 5

….. are salespeople who travel to call on customers in the field.

Answer 5

Outside sales force (field sales force)

Question 6

….. are salespeople who conduct business from their offices via telephone, online and social media interactions.

Answer 6

Inside sales force

Question 7

….. identifies qualified potential customers through referrals from customers, suppliers, dealers and internet.

Answer 7

Prospecting

Question 8

….. involves identifying good customers and screening out poor ones by looking at financial ability, volume of business, needs, locations and growth potential.

Answer 8

Qualifying

Question 9

….. are similar to coupons except that the price reduction occurs after the purchase.

Answer 9

Rebates

Question 10

….. are goods offered either for free or at a low price.

Answer 10

Premiums

Question 11

….. are useful articles imprinted with the advertiser’s name, logo or message that are given as gifts to consumers.

Answer 11

Advertising specialties