FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 20: Personal Selling and Sales Management

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 71

Multiple Choice

Review LaterAdd Note

Review Later

Advertising with a coupon,using a toll-free number,exhibiting at trade shows,using e-mail,and making cold calls are all activities that would take place during the __________ stage of the personal selling process.

A) data mining
B) preapproach
C) approach
D) presentation
E) prospecting

F) B) and E)
G) A) and E)

Correct Answer

verified

Show Answer

Question 72

Multiple Choice

Review LaterAdd Note

Review Later

When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Ms.(customer name) .My name is (your name here) .I'm calling on behalf of Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

A) a formula selling presentation.
B) a stimulus-response presentation.
C) a needs-satisfaction presentation.
D) suggestive selling.
E) consultative selling.

F) C) and D)
G) A) and D)

Correct Answer

verified

Show Answer

Question 73

Multiple Choice

Review LaterAdd Note

The two basic forms of team selling are

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

If an individual wants the product,can afford to buy it,and is the decision maker,this person is referred to as a(n) __________.

Formulating the sales plan involves three tasks: (1) setting objectives; (2) organizing the salesforce;and (3) __________.

Broadly speaking,there are three types of personal selling: _________,order getting,and customer sales support.

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Figure 20-4 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers;and (3)

A break-even chart for comparing independent agents and a company salesforce includes a(n) __________ and __________.

Three major presentation formats exist: (1) stimulus-response format; (2) __________;and (3) need-satisfaction format.

Consider the Personal Selling Process Photo B shown above.Selling that involves adjusting the presentation to fit the selling situation is known as __________.

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a __________.

A disadvantage of a straight commission compensation plan is that

Consider UMD20 above,which is the Salesperson Performance Tracking marketing dashboard for MooreChem.As a MooreChem sales manager,you note that one of your salespeople has exceeded his sales target but is well below his profit goal.The best explanation for this performance is

The disadvantage of product sales organization is

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as __________.

The three types of personal selling are order taking,order getting,and __________.