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MARKETING > Marketing Principles Chapter 13 Study Guide Export > Flashcards

Marketing Principles Chapter 13 Study Guide Export Flashcards

1
Q

How can management boost sales force morale and performance?

A

through organizational climate,sales quotas,positive incentives

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2
Q

What are Sales promotion program design critical decisions?

A

-Determine the size of the incentive
– Set conditions for participation
– Determine how to promote and distributethe promotion program
– Set the length of the promotion
– Evaluate the promotion

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3
Q

What are Business Promotion Tools?

A

-Conventions and trade shows
– Sales contests

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4
Q

What are trade promotional tools?

A

-Contests, premiums, and displays
– Discounts and allowances
– Free goods
– Push money
– Specialty advertising items

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5
Q

How are Trade Promotions used

A

Used to persuade resellers to carry a brand, give it shelf space, and promote it in ads

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6
Q

Event marketing(or event sponsorships)

A

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

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7
Q

Contests, sweepstakes,and games give consumers

A

the chance to win something

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8
Q

Point-of-purchase (POP) promotions

A

Displays and demonstrations that take place at the point of sale

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9
Q

Advertising Specialties

A

articles imprinted with an advertiser’s name, logo, or message that are given as gifts to consumers

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10
Q

Premiums

A

Goods offered either free or at low cost as an incentive to buy a product

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11
Q

Price packs (cents-off deals)

A

Offers consumers savings off the regular price of a product

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12
Q

Rebates (cash refunds)

A

Price reduction occurs after the purchase when the Customer sends proof of purchase to the manufacturer which then refunds part of the purchase price by mail

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13
Q

What are Benefits of Samples?

A

Most effective and expensive

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14
Q

Business promotions fill their objectives by

A

generating business leads, stimulate purchases, reward customers, and motivate salespeople

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15
Q

How do Trade promotions fill their objectives?

A

To get retailers to carry new items and inventory, buy ahead, or promote the company’s products and give them more shelf space

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16
Q

How do Consumer Promotions fill their objectives?

A

To urge short-term customer buying or boost customer-brand engagement

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17
Q

What Sales promotion targets Members of the sales force?

A

Sales force promotions

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18
Q

What Sales promotion targets Business customers?

A

Business promotions

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19
Q

What Sales promotion targets Retailers and wholesalers?

A

Trade promotions

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20
Q

What Sales promotion targets Final buyers?

A

Consumer promotions

21
Q

What encourages the purchase or sale of a product or a service?

A

Short-term incentives

22
Q

What approach does value selling require?

A

Listening to customers,Understanding customers’ needs,Coordinating the company’s efforts to create lasting relationships based on customer value

23
Q

What is Value Selling?

A

demonstrating and delivering superior customer value that is fair for both the customer and the company

24
Q

What are the steps in the selling process?

A

Prospect and Qualifying, Preapproach, Approach, Presentation and Demonstration, Handling Objections, Closing, Follow-Up

25
Q

What are objective ways management can gain insight on their on their salespeople?

A

personal observation, customer survey, talks with other salespeople

26
Q

What are observational ways management can gain insight on their salespeople?

A

monitoring sales and profit performance data in salesperson terrority

27
Q

What are quantitative ways management can gain insight on their sales people?

A

sales,calls, and expense reports

28
Q

How can management boost sales force morale and performance?

A

through organizational climate,sales quotas,positive incentive

29
Q

What is the goal in supervising salespeople and what tools are used for it to carry out that goal?

A

Helps salespeople work smarter through a call plan, time and duty analysis, sales force automation system

30
Q

What are elements of compensation?

A

Fixed amount—salary, Variable amount—commissions or bonuses

31
Q

Online Training Builds Sales Skills Through

A

Videos,Online Exercises,Simulations,Virtual Instructor Training

32
Q

The goals of training is to teach salespeopleabout?

A

Different types of customers,How to sell effectively,The company’s objectives, organization, products, and the strategies of competitors

33
Q

Servicial Sources For The Recruitment Of Salespeople

A

Employment agencies, College placement services

34
Q

Digital Sources For The Recruitment Of Salespeople

A

Internet and Social Media, Posting Ads and Notices

35
Q

Occupational Sources For The Recruitment of Salespeople

A

Referrals from current salespeople, Salespeople at other companies

36
Q

Teams Selling

A

Teams of people from different departments used to service large, complex accounts

37
Q

What is derived from inside salesforce?

A

Technical sales support people,Sales assistants,Telemarketers and online seller

38
Q

What does ​​Inside Sales Force do?

A

Conducts business from their offices via telephone, the Internet, or visits from prospective buyers

39
Q

Outside sales force (field sales force)

A

Travels to call on customers in the field

40
Q

What methods do companies use based on the workload approach to set sales force size?

A

classes based on size, status, or the amount of effort required to maintain the account, number of salespeople needed to call on each class of accounts is then determined

41
Q

What does salesforce size range from?

A

only a few to thousands

42
Q

Salespeople can be specialized by

A

Customer and territory,Product and territory,Product and customer,Territory, product, and customer

43
Q

Types Of Sales Force Structure

A

Territorial,Product,Customer/Market

44
Q

What are the major steps in sales force management involving salespeople?

A

Designing sales strategy and structure, recruiting and selecting, training, compensating, supervising, evaluating

45
Q

What’s The Role Of The Sales Forces

A

Links the company with its customers,Marketing and Sales

46
Q

What aspects are involved within personal selling?

A

Prospecting and Communicating, Selling and Servicing, Gathering Information and Building Relationships

47
Q

Personal Selling

A

Personal presentations by a sales force to engage customers, make sales, and build customer relationships

48
Q

Created on OmniSets

A

https://www.omnisets.com/set/287141/

MARKETING (4 decks)

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