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Exam 18: Personal Selling and Sales Management

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Question 91

Multiple Choice

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The final stage in the personal selling process is the:

A) presentation.
B) assumptive close.
C) trial close.
D) follow-up.

E) All of the above
F) A) and B)

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Question 92

Multiple Choice

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Personal selling:

A) occurs when Keith sees an advertisement in Sports Illustrated.
B) is a one-way flow of communication between buyer and seller.
C) occurs when Becca sees a character on Friends eating a Snickers bar.
D) occurs when Girl Scouts ask you to buy a box of cookies.

E) A) and B)
F) A) and C)

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Question 93

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Clauss Cutlery sells knives to the floral industry.These knives are designed to slice through foam blocks,cut wire,and perform other similar tasks.It also sells cutting utensils to the meat-processing industry.These large heavy-duty blades can saw through carcasses quickly.Clauss also sells a line of cutting tools to people in the woodworking industry for sawing and shaping wood cutouts.Clauss Cutlery should use a _____ sales organization.

When Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens,she was using:

When John tells his prospect that: "he should buy now,as we have a 72 hour sale on right now," he is trying a(n) :

On a recent shopping excursion at the local Walmart store,Jim Krause went from aisle to aisle selecting the products he needed.He bought a variety of products,including shampoo,toothpaste,a green plant for his office,and several pairs of socks.Interestingly,the only salesperson Krause encountered was the person at the checkout counter.The checkout person at Walmart is an example of a(n) :

Bell Canada sends several employees to meet with one of their largest potential clients to discuss their current problems and the opportunities of switching to Bell.Bell is using which approach?

The workload method of determining the size of a salesforce is a:

Whirlpool has a sales manager for each of the provinces and territories.Whirlpool is using which salesforce organizational structure?

Before the salespeople for Ascom Timeplex,Inc.,set out to make a sales call,they use their laptop computers to dial into the company's database.There,the salespeople can retrieve the latest price lists,engineering and configuring notes for each customer,and status reports on previous orders.The laptops can also be used to send customer orders to Ascom Timeplex headquarters in New Jersey._____ helps make the Ascom Timeplex salespeople more efficient and more effective.

FloNetwork,Inc.is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department.In this situation,FloNetworks uses:

A straight commission compensation plan is a compensation plan:

Asking a potential car purchaser whether they would like it: "in blue or green" is an example of a(n) :

After securing a customer contact for a new IT router product,Mike,the salesperson,passes along her name to Michelle,who discusses technical details with the customer contact to understand what exactly is needed.Michelle is likely a(n) :

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time,ABB had a salesforce that sold only generators,one that only sold boilers,another that only sold transformers,and so forth.Each of its salespeople was an expert on the product line he or she sold.Its salesforce was organized by product.Then it adopted a customer organizational structure.Why might ABB have adopted a customer organization?

An effective sales plan objective should be:

Although firms may differ in the specifics of how salespeople are managed,the sales management process has many similarities across firms.Briefly describe the three interrelated functions of the sales management process.

To produce a motivated salesperson,research suggests all of the following need to be present EXCEPT:

With more purchasing being completed by females,companies are starting to focus on:

Figure: 18-3 -As shown in Figure 18-3,stage "A" in the personal selling process is the __________ stage.