Chapter 16 - slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Sixteen Personal Selling and Sales Promotion.

Slides:



Advertisements
Similar presentations
Advertising and Public Relations 15
Advertisements

Chapter Ten Marketing Communications and Customer Response.
With Microsoft Excel 2010 © 2011 Pearson Education, Inc. Publishing as Prentice Hall1 PowerPoint Presentation to Accompany GO! with Microsoft ® Excel 2010.
1 Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall. by Mary Anne Poatsy, Keith Mulbery, Eric Cameron, Jason Davidson, Rebecca Lawson,
1 Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall. by Mary Anne Poatsy, Keith Mulbery, Eric Cameron, Jason Davidson, Rebecca Lawson,
Pricing and Revenue Management in a Supply Chain
Job Analysis and the Talent Management Process
Chapter One Customer Focus and Managing Customer Loyalty
1 Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall. by Mary Anne Poatsy, Keith Mulbery, Eric Cameron, Jason Davidson, Rebecca Lawson,
Definition Salesperson
Chapter 16 - slide 1 Copyright © 2012 Pearson Education. Chapter Sixteen Personal Selling and Sales Promotion.
Chapter Two Advertising’s Role in Marketing. Prentice Hall, © Marketing is considered to be: a) The way a product is advertised among target.
1 Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall. by Mary Anne Poatsy, Keith Mulbery, Eric Cameron, Jason Davidson, Rebecca Lawson,
Chapter 7- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Seven Customer-Driven Marketing Strategy: Creating Value.
Chapter 12 - slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Twelve Marketing Channels Delivering Customer Value.
Copyright © 2012 Pearson Canada Inc Personal Selling And Sales Promotion Chapter 13.
Chapter Eighteen Special Advertising Campaigns. Prentice Hall, © IMC is the practice of coordinating all marcom tools and brand messages for.
2- 1 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall i t ’s good and good for you Chapter Two Company and Marketing Strategy Partnering.
13- 1 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall i t ’s good and good for you Chapter 7 Retailing and Wholesaling.
Copyright © 2011 Pearson Education, Inc. publishing as Prentice Hall 11-1 International Business Environments and Operations, 13/e Part Five Global Strategy,
Marketing: Creating and Capturing Customer Value
Chapter Nine Marketing Channels and Channel Mapping
Chapter Six Strategic Research. Prentice Hall, © Market research is the foundation for advertising decisions because it: a) Identifies people.
Direct / Online marketing Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 17.
Chapter Sixteen Market-Based Management and Financial Performance.
Target marketing Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall 7.
Chapter 3 Appendix Object-Oriented Analysis and Design: Project Management Modern Systems Analysis and Design Sixth Edition Jeffrey A. Hoffer Joey F. George.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Chapter 6 Planning, Assessment and Adjustment.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 5 Competitor Analysis— Competitive Intelligence.
Supply chain management 15 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall.
GO! with Office 2013 Volume 1 By: Shelley Gaskin, Alicia Vargas, and Carolyn McLellan Access Chapter 3 Forms, Filters, and Reports.
Chapter Thirteen Defensive Strategies. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall13-2 Defensive Strategies Defensive strategic.
Chapter Six Competitor Analysis and Sources of Advantage.
Chapter Six Competitor Analysis and Sources of Advantage.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Chapter 2 Situation Assessment: The External Environment.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 7 Company Assessment— The Value Chain.
Integrating Word, Excel,
10-1 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall i t ’s good and good for you Chapter 6 Pricing: Understanding and Capturing Customer.
Chapter Seven Marketing Plan Dr. Bruce Barringer
Marketing Communication Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall 12.
14 -1 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall i t ’s good and good for you Chapter 8 Communicating Customer Value: Integrated.
Marketing Today 01 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall.
Advertising Sales Promotion Public Relations Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall 13.
Personal Selling The Nature of Personal Selling
Chapter Twelve Offensive Strategies. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 12-2 Offensive Strategies Strategic market plans.
Skills for Success with Microsoft Office 2013 Volume 1 Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall. by Kris Townsend, Catherine.
Chapter 16 - slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Class Eleven Chapter Sixteen Personal Selling.
CHAPTER 2 Personal Selling Opportunities in the Age of Information.
Chapter Five Market Segmentation and Segmentation Strategies.
GO! with Office 2013 Volume 1 By: Shelley Gaskin, Alicia Vargas, and Carolyn McLellan Word Chapter 3 Creating Research Papers, Newsletters, and Merged.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 22 Loyalty-Based Marketing, Customer Acquisition, and Customer Retention.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 9 The Product Life Cycle.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Chapter 4 Strategy Formation.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 18 Generic Strategies—The Value Map.
GO! with Office 2013 Volume 1 By: Shelley Gaskin, Alicia Vargas, and Carolyn McLellan Excel Chapter 3 Analyzing Data with Pie Charts, Line Charts, and.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 16 What is a Marketing Strategy?
Chapter Fourteen Building a Marketing Plan. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall14-2 Building a Marketing Plan Creativity.
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 15 The Marketing Concept.
GO! with Office 2013 Volume 1 By: Shelley Gaskin, Alicia Vargas, and Carolyn McLellan Word Chapter 2 Using Tables and Templates to Create Resumes and Cover.
Chapter Sixteen Sales Promotion, Events, and Sponsorships.
GO! with Office 2013 Volume 1 By: Shelley Gaskin, Alicia Vargas, and Carolyn McLellan PowerPoint Chapter 3 Enhancing a Presentation with Animation, Video,
© 2012 Pearson Education, Inc. publishing Prentice Hall. Note 32 Products— Product Portfolios.
Chapter Eleven Portfolio Analysis and Strategic Market Planning.
Chapter 7- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Seven Customer-Driven Marketing Strategy: Creating Value.
David M. Kroenke and David J. Auer Database Processing: Fundamentals, Design, and Implementation Chapter Ten: Managing Databases with SQL Server 2012,
Chapter 9- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Nine New-Product Development and Product Life-Cycle Strategies.
Chapter Two Marketing Performance and Marketing Profitability.
Chapter 16 - slide 1 Copyright © 2012 Pearson Education i t ’s good and good for you Chapter Sixteen Personal Selling and Sales Promotion.
Part IV: Start-up Financial Strategy
Presentation transcript:

Chapter 16 - slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Sixteen Personal Selling and Sales Promotion

Chapter 16 - slide 2 ©2012 Pearson Education, Inc. publishing as Prentice Hall. If a company sells only one product line to one industry with customers in many locations, it would typically use a(n) _____ sales force structure. 1.territorial 2.product 3.customer 4.service

Chapter 16 - slide 3 ©2012 Pearson Education, Inc. publishing as Prentice Hall. If a company sells only one product line to one industry with customers in many locations, it would typically use a(n) _____ sales force structure. 1.territorial 2.product 3.customer 4.service

Chapter 16 - slide 4 ©2012 Pearson Education, Inc. publishing as Prentice Hall. When a company’s products are numerous and complex, it may utilize a _____ sales force structure. 1.territorial 2.product 3.zonal 4.customer

Chapter 16 - slide 5 ©2012 Pearson Education, Inc. publishing as Prentice Hall. When a company’s products are numerous and complex, it may utilize a _____ sales force structure. 1.territorial 2.product 3.zonal 4.customer

Chapter 16 - slide 6 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Most companies now use _____ to service large, complex accounts. 1.gatekeepers 2.sales assistants 3.team selling 4.Web sellers

Chapter 16 - slide 7 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Most companies now use _____ to service large, complex accounts. 1.gatekeepers 2.sales assistants 3.team selling 4.Web sellers

Chapter 16 - slide 8 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Many companies motivate their salespeople by setting _____: standards stating the amount they should sell and how sales should be divided among the company’s products. 1.sales limits 2.sales quotas 3.Portfolio mix 4.ideal scenarios

Chapter 16 - slide 9 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Many companies motivate their salespeople by setting _____: standards stating the amount they should sell and how sales should be divided among the company’s products. 1.sales limits 2.sales quotas 3.Portfolio mix 4.ideal scenarios

Chapter 16 - slide 10 ©2012 Pearson Education, Inc. publishing as Prentice Hall. In an effective sales management process, designing sales force strategy and structure is followed by: 1.evaluating salespeople and sales force performance. 2.recruiting and selecting salespeople. 3.compensating salespeople. 4.training salespeople.

Chapter 16 - slide 11 ©2012 Pearson Education, Inc. publishing as Prentice Hall. In an effective sales management process, designing sales force strategy and structure is followed by: 1.evaluating salespeople and sales force performance. 2.recruiting and selecting salespeople. 3.compensating salespeople. 4.training salespeople.

Chapter 16 - slide 12 ©2012 Pearson Education, Inc. publishing as Prentice Hall. The final step in the selling process is _____. 1.closing 2.following up 3.handling objections 4.prospecting

Chapter 16 - slide 13 ©2012 Pearson Education, Inc. publishing as Prentice Hall. The final step in the selling process is _____. 1.closing 2.following up 3.handling objections 4.prospecting

Chapter 16 - slide 14 ©2012 Pearson Education, Inc. publishing as Prentice Hall. During which step in the selling process is cold calling implemented by the salespeople? 1.Preapproaching 2.Following up 3.Handling objections 4.Prospecting

Chapter 16 - slide 15 ©2012 Pearson Education, Inc. publishing as Prentice Hall. During which step in the selling process is cold calling implemented by the salespeople? 1.Preapproaching 2.Following up 3.Handling objections 4.Prospecting

Chapter 16 - slide 16 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Which sales promotional tool is targeted towards retailers and wholesalers? 1.Consumer promotions 2.Sales force promotions 3.Business promotions 4.Trade promotions

Chapter 16 - slide 17 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Which sales promotional tool is targeted towards retailers and wholesalers? 1.Consumer promotions 2.Sales force promotions 3.Business promotions 4.Trade promotions

Chapter 16 - slide 18 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Which of the following is the most effective but also the most expensive way to introduce a new product? 1.Giving coupons 2.Giving samples 3.Giving cash refunds 4.Giving rebates

Chapter 16 - slide 19 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Which of the following is the most effective but also the most expensive way to introduce a new product? 1.Giving coupons 2.Giving samples 3.Giving cash refunds 4.Giving rebates

Chapter 16 - slide 20 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Conventions and trade shows are forms of _____ promotions. 1.trade 2.consumer 3.business 4.viral

Chapter 16 - slide 21 ©2012 Pearson Education, Inc. publishing as Prentice Hall. Conventions and trade shows are forms of _____ promotions. 1.trade 2.consumer 3.business 4.viral

Chapter 16 - slide 22 ©2012 Pearson Education, Inc. publishing as Prentice Hall. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Copyright © 2012 Pearson Education, Inc. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall