Term
| In which of the following sales force structures is each salesperson assigned to an exclusive geographic area? |
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Definition
| territorial sales force structure |
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Term
| Which of the following examples represents a territorial sales force structure? |
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Definition
| example where a saleperson has an exclusive geografical territory where they sell the companies full line |
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Term
| Which of the following statements is true of the product sales force structure? |
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Definition
| salesperson specializes in selling only a portion of product line, extra cost for travel time and effort spent on a single client |
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Term
| Oolay Inc., a U.S. based cosmetics manufacturer, sells its products in France, China, Russia, and India. To manage its sales, it has appointed a number of sales representatives for each location who report to area managers. These area managers coordinate sales for their respective areas and report to regional managers. From the information provided in the scenario, we can infer that Oolay Inc. has adopted a ________. |
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Definition
| Territorial sales force structure |
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Term
| P&B Ltd. provides consumers with a range of household, engineering, and healthcare goods; it also runs hotels and resorts under its brand name. It employs different sales forces within the different product and service divisions of its major businesses. From the information provided in the scenario, we can infer that P&B Ltd. has adopted a ________. |
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Definition
| Complex sales force structure |
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Term
| In which of the following structures does a company organize its sales force along customer or industry lines? |
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Definition
| Customer sales force structure |
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Term
| Which of the following is an advantage of market sales force structure? |
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Definition
| build closer relationships with customer, |
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Term
| If a company assigns individual teams of salespeople to big retail customers, it is most likely to have a ________ sales force structure. |
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Definition
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Term
| A ________ sales force structure combines several types of sales force organizations. |
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Definition
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Term
| Sales people from the inside sales force typically ________. |
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Definition
| Cunduct business from inside their office using telephone, email, ect |
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Term
| Which of the following is an action that is primarily associated with a member of the outside sales force? |
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Definition
| Traveling to call on customers in the field |
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Term
| Which of the following is an advantage of an outside sales force? |
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Definition
| Can help serve important customers better, more personal |
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Term
| The difference between an inside sales force and an outside sales force is that, an outside sales force ________. |
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Definition
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Term
| Which of the following statements is true of team selling? |
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Definition
| use wide aray of spectalists to better serve different aspects of the client, can be tricky to implement due to competitivness of sale people, and compensation issues can arise |
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Term
| Which of the following is the fixed amount in a salesperson's compensation? |
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Definition
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Term
| Which of the following is a supervision tool used by managers for their salespeople? |
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Definition
| call plan, time and duty analysis, |
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Term
| ________ is/are standards stating the amount salespersons should sell and how sales should be divided among the company's products. |
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Definition
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Term
| Which of the following is the first step in the selling process? |
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Definition
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Term
| ________ is the sales step in which a salesperson or company identifies qualified potential customers. |
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Definition
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Term
| ________ is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call. |
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Definition
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Term
| The difference between preapproach and approach is that, approach involves ________. |
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Definition
| appearance, opening-lines, follow-up remarks |
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Term
| In which of the following steps in the sales process does the salesperson meet the customer for the first time? |
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Definition
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Term
| Which of the following is true of the stage of presentation in the selling process? |
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Definition
| tells a value story to customer, show what they can offer to the client |
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Term
| ________ is the sales step in which the salesperson seeks out, clarifies, and overcomes any customer disapproval to buying. |
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Definition
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Term
| Asking for the order and offering to help write up the order are examples of the ________ techniques. |
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Definition
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Term
| Which of the following is the last step in the selling process? |
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Definition
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Term
| ________ the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service. |
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Definition
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Term
| Distribution channel decisions often involve ________ with other firms, particularly those that involve contracts or relationships with channel partners. |
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Definition
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Term
| Due in a large part to advances in technology, ________ is a major trend whereby product and service producers are bypassing intermediaries and going directly to final buyers, or radically new types of channel intermediaries are emerging to displace traditional ones. |
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Definition
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Term
| In many industries, traditional intermediaries are dropping by the wayside because of changes in ________ and the growth of ________ marketing. |
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Definition
| technology; direct and online |
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Term
| Through the use of ________, or "smart tag" technology, a company is able to locate exactly where a product is within the supply chain. |
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Definition
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Term
| Producers benefit from using intermediaries because they ________. |
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Definition
| offer greater efficiency in making goods available |
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Term
| Marketing logistics involves getting the right product to the right customer in the right place at the right time. Which one of the following is NOT included in this process? |
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Definition
| gathering customer's ideas for new products |
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Term
| Which of the following transportation modes is used for digital products? |
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Definition
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Term
| Companies manage their supply chains through ________. |
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Definition
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Term
| Today, a growing number of firms now outsource some or all of their logistics to ________. |
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Definition
| third party logistics provider (UPS). |
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Term
| Where is the Worldport Distribution Center, as seen in the logistics videos? |
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Definition
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Term
| What did they call the labels that they put on the packages (in the videos) |
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Definition
| Special Instructions Label? |
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Term
| ________ is the amount of money charged for a product or service. |
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Definition
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Term
| Price is the only element in the marketing mix that produces ________. |
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Definition
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Term
| Consumer perceptions of the product's value set the ________ for prices. |
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Definition
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Term
| Product costs set a(n) ________ to a product's price. |
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Definition
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Term
| ________ uses buyers' perceptions of what a product is worth, not the seller's cost, as the key to pricing. |
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Definition
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Term
| Value-based pricing is the reverse process of ________ pricing. |
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Definition
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Term
| ________ pricing involves setting prices based on the costs for producing, distributing, and selling the product plus a fair rate of return for the company's efforts and risks. |
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Definition
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Term
| Which of the following is an external factor that affects pricing decisions? |
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Definition
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Term
| Companies facing the challenge of setting prices for the first time can choose between two broad strategies: ________. |
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Definition
| Market Skimming and market penetration pricing |
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Term
| A firm is using ________ when it charges a high, premium price for a new product with the intention of reducing the price in the future. |
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Definition
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Term
| ________ pricing is the approach of setting a low initial price in order to attract a large number of buyers quickly and win a large market share. |
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Definition
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Term
| Under ________, the market consists of many buyers and sellers trading in a uniform commodity such as wheat, copper, or financial securities. |
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Definition
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Term
| In Sao Paulo, Brazil, there are more than 20 stores specializing in selling the same quality and brand of wheat products located in one street. An individual seller cannot charge more than the going price without the risk of losing business to the other stores. This is an example of what type of market? |
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Definition
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Term
| Under ________, the market consists of many buyers and sellers who trade over a range of prices rather than a single market price. |
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Definition
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Term
| Under ________, the market consists of a few large sellers who are highly sensitive to each other's pricing and marketing strategies. |
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Definition
| Oligopolistic competition |
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Term
| What is Warren Buffett’s nickname? |
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Definition
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Term
| Who is one of Warren Buffett’s closest friends? |
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Definition
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Term
| What company is Warren Buffett the chairman of? |
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Definition
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Term
| What is Warren Buffett’s favorite soft drink? |
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Definition
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Term
| What product did Zig Ziglar sell from door to door as a young adult? |
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Definition
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