______ are salespersons who use creative selling and relationship building. Order getters Order takers Task givers none

1. ______ are salespersons who use creative selling and relationship building. Order getters Order takers Task givers none of the above Kotler / Armstrong, Chapter 16

2. ______ are salespersons who use creative selling and relationship building. Order getters Order takers Task givers none of the above Kotler / Armstrong, Chapter 16

3. Kotler / Armstrong, Chapter 16 Personal selling is the interpersonal arm of the promotion mix. • true • false

4. Kotler / Armstrong, Chapter 16 Personal selling is the interpersonal arm of the promotion mix. • true • false

5. If a company sells only one product line to one industry, then it should use a(n) _____sales force structure. territorial product customer extended Kotler / Armstrong, Chapter 16

6. If a company sells only one product line to one industry, then it should use a(n) _____ sales force structure. territorial product customer extended Kotler / Armstrong, Chapter 16

7. Kotler / Armstrong, Chapter 16 _______ includes recruiting, selecting, supervising, and evaluating salespeople. • Marketing mix • Product mix • Promotion mix • Sales force management

8. Kotler / Armstrong, Chapter 16 _______ includes recruiting, selecting, supervising, and evaluating salespeople. • Marketing mix • Product mix • Promotion mix • Sales force management

9. When a company’s products are varied or complex, it may utilize a _____ sales force structure. territorial product customer extended Kotler / Armstrong, Chapter 16

10. When a company’s products are varied or complex, it may utilize a _____ sales force structure. territorial product customer extended Kotler / Armstrong, Chapter 16

11. The workload approach is often useful when determining sales force _____. structure complexity size compensation Kotler / Armstrong, Chapter 16

12. The workload approach is often useful when determining sales force _____. structure complexity size compensation Kotler / Armstrong, Chapter 16

13. Which of the following are not members of an inside sales force staff? technical support staff merchandisers telemarketers sales assistants Kotler / Armstrong, Chapter 16

14. Which of the following are not members of an inside sales force staff? technical support staff merchandisers telemarketers sales assistants Kotler / Armstrong, Chapter 16

15. As products/services become more complex and customers become more demanding, companies must use _____ to service these large, complex accounts. the Internet telemarketers team selling the budget approach Kotler / Armstrong, Chapter 16

16. As products/services become more complex and customers become more demanding, companies must use _____ to service these large, complex accounts. the Internet telemarketers team selling the budget approach Kotler / Armstrong, Chapter 16

17. Which of the following is not a characteristic of a good salesperson mentioned in the text? intrinsically motivated well spoken possesses a disciplined work style good relationship builder Kotler / Armstrong, Chapter 16

18. Which of the following is not a characteristic of a good salesperson mentioned in the text? intrinsically motivated well spoken possesses a disciplined work style good relationship builder Kotler / Armstrong, Chapter 16

19. What is the first step in the selling process? prospecting closing approach commercialization Kotler / Armstrong, Chapter 16

20. What is the first step in the selling process? prospecting closing approach commercialization Kotler / Armstrong, Chapter 16

21. Which step of the selling process involves telling the product “story” to the buyer? prospecting closing approach presentation and demonstration Kotler / Armstrong, Chapter 16

22. Which step of the selling process involves telling the product “story” to the buyer? prospecting closing approach presentation and demonstration Kotler / Armstrong, Chapter 16

23. The final step in the selling process is _____. closing following up handling objections prospecting Kotler / Armstrong, Chapter 16

24. The final step in the selling process is _____. closing following up handling objections prospecting Kotler / Armstrong, Chapter 16

25. Direct connections with carefully targeted individual consumers to obtain an immediate response and to build long-term relationships is known as _____. direct media direct channels direct marketing one-to-one segmenting Kotler / Armstrong, Chapter 16

26. Direct connections with carefully targeted individual consumers to obtain an immediate response and to build long-term relationships is known as _____. direct media direct channels direct marketing one-to-one segmenting Kotler / Armstrong, Chapter 16

27. Short-term incentives to encourage the purchase of your product or service is called ________. buzz marketing sales promotion creative concept positioning Kotler / Armstrong, Chapter 16

28. Short-term incentives to encourage the purchase of your product or service is called ________. buzz marketing sales promotion creative concept positioning Kotler / Armstrong, Chapter 16

29. A good customer mailing list is the equivalent of a good customer database. true false Kotler / Armstrong, Chapter 16

30. A good customer mailing list is the equivalent of a good customer database. true false (A good database contains much more information than a simple mailing list.) Kotler / Armstrong, Chapter 16

31. The growing use of sales promotion techniques has resulted in promotion clutter. true false Kotler / Armstrong, Chapter 16

32. The growing use of sales promotion techniques has resulted in promotion clutter. true false Kotler / Armstrong, Chapter 16

33. Building brand equity through “frequency marketing programs” has mushroomed in recent years. true false Kotler / Armstrong, Chapter 16

34. Building brand equity through “frequency marketing programs” has mushroomed in recent years. true false Kotler / Armstrong, Chapter 16

35. Which of the following is not true about direct-mail marketing? It is flexible. It costs less per thousand than mass media. It allows for a high level of selectivity. The results of direct-mail marketing are easy to measure. Kotler / Armstrong, Chapter 16

36. Which of the following is not true about direct-mail marketing? It is flexible. It costs less per thousand than mass media. It allows for a high level of selectivity. The results of direct-mail marketing are easy to measure. Kotler / Armstrong, Chapter 16

37. Home shopping channels are a type of _____. catalog marketing direct-mail marketing direct-response television marketing mass marketing Kotler / Armstrong, Chapter 16

38. Home shopping channels are a type of _____. catalog marketing direct-mail marketing direct-response television marketing mass marketing Kotler / Armstrong, Chapter 16

39. A company using carefully coordinated multiple-media, multiple-stage campaigns is practicing _____. integrated database marketing integrated direct-mail marketing integrated direct marketing segmented marketing Kotler / Armstrong, Chapter 16

40. A company using carefully coordinated multiple-media, multiple-stage campaigns is practicing _____. integrated database marketing integrated direct-mail marketing integrated direct marketing segmented marketing Kotler / Armstrong, Chapter 16