1. Setting the proper sales force structure is extremely important for any company and depends on several internal and external factors.The sales force structure that makes the most sense for a company with an extremely broad product line, a geographically dispersed customer base, and a short list of very large customers is(place one letter A-E next to the correct response)?

A. territorial structure

B. product structure

C. customer-centric structure

D. complex structure

E. none of the above

8. Consider the seven-step Personal Selling Process.A. Which step involves a sales person identifying potential customers?B. Which step is most closely linked to the concept of life-time-value?

9. To insure there is adequate product in stores when consumers go shopping, manufacturers will extend to retailers all kinds of free goods, coop advertising, discounts, etc. in order topushtheir products into the distribution channel.Collectively these activities are referred to as A. _____.

Of course, smart manufacturers don't stop here.In order to attract shoppers, manufacturers may barrage consumers with all sorts of coupons, refund offers, advertising specials, product samples, and contests.Thesepull activitiesare typically referred to as B. _____.

10. What promotion mix element is most similar to Personal Selling when considering that it: leverages a database, targets individual consumers, delivers one-to-one messages, and is relatively easy to measure?

11. Match each of the three direct marketing activities described below, with one of the four following tactics, by placingone letter A-D next to the correct response.

A.pop-up store

B.SWAS

C.Tele-marketing

D.DRTV

__dedicated floor space for Apple products inside Target retail stores

__a temporary booth selling seasonal goods in a shopping mall

__infomercials that provide a toll-free number for consumer purchase

12. Online marketing came into being to support a new generation of online businesses such as Coursehero, a C2B company.Match the following companies, (A) for Amazon, (B) for eBay, (C) for Salesforce, with their respective online business models by placing one letter (A-C) next to the correct response.

__C2C

__B2B

__B2C