Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

What are Business Promotion Tools?

A

-Conventions and trade shows
– Sales contests

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

What are trade promotional tools?

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Contests, sweepstakes,and games give consumers

A

the chance to win something

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Point-of-purchase (POP) promotions

A

Displays and demonstrations that take place at the point of sale

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Advertising Specialties

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Premiums

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

Price packs (cents-off deals)

A

Offers consumers savings off the regular price of a product

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

What are Benefits of Samples?

A

Most effective and expensive

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Business promotions fill their objectives by

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

How do Consumer Promotions fill their objectives?

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

What Sales promotion targets Members of the sales force?

A

Sales force promotions

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

What Sales promotion targets Business customers?

A

Business promotions

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

What Sales promotion targets Retailers and wholesalers?

A

Trade promotions

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
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 (3 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions