Exam 20: Managing Personal Communications: Direct and Database Marketing and Personal Selling

A salesperson calling on supermarkets to take repeat orders is called an order taker.

________ consists of manufacturers' reps,sales agents,and brokers who earn a commission based on sales.

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

Today's customers expect a salesperson to have extensive product knowledge,to be efficient and reliable,and to provide ideas to improve the customer's operations.These demands are forcing companies to make higher investments in ________.

Which of the following is a factor considered when a customer is evaluated based on RFM formula?

_________ marketing is the use of customer-direct channel to reach and deliver goods and services to customers without using marketing middleman.

Targeting refers to the process of deciding which customers will get scarce products during product shortages.

Robert is hired as a sales representative for a company that manufactures fire extinguishers.His job description reads as follows: "The key duty of the sales representative is to unravel the customer's problems using the company's products." Which of the following positions would best describe Robert's profile?

A company uses sales representatives for selling the company's more complex and customized products to large accounts,while using inside salespeople and Web ordering for low-end selling.Which of the following describes the company's sales force best?

Microsites are versions of Web sites designed for access from mobile devices.

The original and oldest form of direct marketing are ________.

In general,what are the five ways companies use database marketing?

What is direct marketing? What are the various channels that direct marketers use?

When you click on some of the links in a Web site,before displaying the intended page,you see advertisements from third parties.What are these advertisements called?

Display advertisements can be used as a medium for interactive advertising.

Jack is the sales representative of a company that designs and installs modular kitchens.The company's salesforce is trained to customize their offerings as per customer requirements.After analyzing factors such as the space available and the budget,Jack provides personalized designs to individual customers.What kind of a salesperson is Jack? Briefly explain your answer.

What are the five main challenges associated with database marketing?

Paid search refers to the practice of charging Internet users a small premium for obtaining individualized search results.

Implication questions ask about the consequences of a buyer's problems,difficulties,or dissatisfactions.

The process of deciding how to allocate company's time among prospects and customers is called ________.