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Kotler | Armstrong Intro to Marketing Chapter 16 Test

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5 Written Questions

5 Matching Questions

  1. Customer database
  2. Team selling
  3. Direct marketing
  4. Preapproach
  5. Inside sales force
  1. a Direct communications with carefully targeted individual consumers—the use of telephone, mail, fax, email, the internet, and other tools to communicate directly with specific consumers
  2. b An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
  3. c The step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call
  4. d Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers
  5. e Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts

5 Multiple Choice Questions

  1. Outside salespeople who travel to call on customers
  2. The analysis, planning, implementation of sales force activities, setting and designing sales force strategy, and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople
  3. Sending an offer, announcement, reminder, or other item to a person at a particular address
  4. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  5. Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels

5 True/False Questions

  1. Sales quotaAn individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering

          

  2. Customer sales force structureA sales force organization under which salespeople specialize in selling only to certain customers or industries

          

  3. Territorial sales force structureA sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line

          

  4. Follow-upThe last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business

          

  5. ProspectingThe step in the selling process in which the salesperson asks the customer for an order

          

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