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

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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.

11. 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.

12. 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

13. 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

14. 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

15. 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

16. 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

17. 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

18. 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

19. 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

20. 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

21. 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

22. 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