{[ promptMessage ]}

Bookmark it

{[ promptMessage ]}


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 _____. 3. _____ is the interpersonal arm of the promotion mix. 4. _____ position demands the creative selling of products and services, ranging from household goods to information technology services. 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 Document Right 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. 7. Companies using a _____ specialize in selling only a portion of the company’s products or lines. 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 _____. 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
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.

{[ snackBarMessage ]}

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 bookmark
Ask a homework question - tutors are online