Chapter Sixteen
Personal Selling and Sales Promotion
Copyright © 2009 Pearson Education, Inc.
Chapter 16 - slide 1
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
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 2
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
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 3
When a company’s products are numerous and
complex, it may utilize a _____ sales force
structure.
1. territorial
2. product
3. zonal
4. customer
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 4
When a company’s products are numerous and
complex, it may utilize a _____ sales force
structure.
1. territorial
2. product
3. zonal
4. customer
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 5
Most companies now use _____ to service large,
complex accounts.
1. gatekeepers
2. sales assistants
3. team selling
4. Web sellers
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 6
Most companies now use _____ to service large,
complex accounts.
1. gatekeepers
2. sales assistants
3. team selling
4. Web sellers
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 7
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
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 8
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
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 9
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.
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 10
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.
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 11
The final step in the selling process is _____.
1. closing
2. following up
3. handling objections
4. prospecting
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 12
The final step in the selling process is _____.
1. closing
2. following up
3. handling objections
4. prospecting
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 13
During which step in the selling process is cold
calling implemented by the salespeople?
1.Preapproaching
2.Following up
3.Handling objections
4.Prospecting
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 14
During which step in the selling process is cold
calling implemented by the salespeople?
1.Preapproaching
2.Following up
3.Handling objections
4.Prospecting
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 15
Which sales promotional tool is targeted towards
retailers and wholesalers?
1.Consumer promotions
2.Sales force promotions
3.Business promotions
4.Trade promotions
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 16
Which sales promotional tool is targeted towards
retailers and wholesalers?
1.Consumer promotions
2.Sales force promotions
3.Business promotions
4.Trade promotions
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 17
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
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 18
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
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 19
Conventions and trade shows are forms of _____
promotions.
1.trade
2.consumer
3.business
4.viral
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 20
Conventions and trade shows are forms of _____
promotions.
1.trade
2.consumer
3.business
4.viral
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 21
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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.
Publishing as Prentice Hall
©2012 Pearson Education, Inc. publishing as Prentice Hall.
Chapter 16 - slide 22
