armstrong13_tif

armstrong13_tif - Chapter 13 Integrated Marketing...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter 13 Integrated Marketing Communication: Personal Selling and Direct Marketing Multiple-Choice 1. A(n) _____ is an individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information-gathering. a. salesperson b. account representative c. sales consultant d. all of the above Answer: (d) Difficulty: (2) Page: 439 2. A salesperson might be an _____. a. order getter b. order taker c. department store salesperson d. all of the above Answer: (d) Difficulty: (2) Page: 442 3. _____ is the interpersonal arm of the promotion mix. a. Advertising b. Personal selling c. Sales promotion d. Direct Marketing Answer: (b) Difficulty: (2) Page: 442 4. _____ position demands the creative selling of products and services, ranging from household goods to information technology services. a. An order takers’ b. An order getters’ c. Any marketing position d. All of the above Answer: (b) Difficulty: (2) Page: 442 5. _____ is defined as the analysis, planning, implementation, and control of sales force activities. a. Marketing management b. Sales force management c. Prospecting d. Direct marketing Answer: (b) Difficulty: (2) Page: 443 42
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
6. Under the _____, each salesperson is assigned to an exclusive geographic area and sells the company’s full line of products or services to all customers in that territory. a. product sales force structure b. complex sales force structure c. customer sales force structure d. territorial sales force structure Answer: (d) Difficulty: (2) Page: 443 7. Companies using a _____ specialize in selling only a portion of the company’s products or lines. a. product sales force structure b. complex sales force structure c. customer sales force structure d. territorial sales force structure Answer: (a) Difficulty: (2) Page: 443 8. In Allegiance Healthcare Corporation, a large health care products and services company, salespeople call on the same hospital on the same day. Allegiance has several product divisions, each with a separate sales force. Allegiance is organizing the sales force around its _____. a. products b. territories c. customers d. all of the above Answer: (a) Difficulty: (2) Page: 443 9. Organizing the sales force around customers can help a company to become more customer focused and build closer relationships with important customers. Companies using a _____ organize the sales force along customer or industry lines. a. territorial sales force structure b. complex sales force structure c. product sales force structure d. customer sales force structure Answer: (d) Difficulty: (1) Page: 444 10. When a company sells a wide variety of products to many types of customers over a broad geographic area, it combines several types of sales force structures. According to the text, the company is organized under a _____.
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 06/06/2011 for the course MATH 1201 taught by Professor Asl during the Spring '08 term at UCLA.

Page1 / 26

armstrong13_tif - Chapter 13 Integrated Marketing...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online