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

The practice of using call centers,where employees receive calls from customers and provide service by taking orders and answering queries,is called ________.

Search terms serve as a proxy for the consumer's consumption interests and trigger relevant links to product or service offerings alongside search results from Google,Yahoo!,or Bing.

Identify the first step in the workload approach to establish sales force size.

What aspects need to be considered when designing a company Web site?

What are the five elements of an offer strategy?

A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n)________.

The fixed amount in a salesperson's salary is majorly designed to stimulate and reward efforts from salespeople.

Which of the following types of questions directly enquires about the value or usefulness of a proposed solution?

OrdOnline,a pure click company offering online auctioning,decides to launch a promotional program to increase its sales.The company identifies customers who have made at least three purchases and spent at least $150 in the past six months and offers discount coupons to these customers.Which of the following strategies is used here for targeting the customers?

Variable compensation is common in jobs where the selling task is technically complex and requires teamwork.

Which of the following refers to the process of deciding which customers will get scarce products during product shortages?

Information gathering refers to the act of conducting market research and doing intelligence work.

Which of the following is the first step in the process of personal selling?

The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Interstitials are advertisements that pop up between changes on a Web site.

Briefly explain the various tasks that the salespeople of an organization perform.

Market demassification has resulted in ________.

Company call center executives provide procedural information to the clients who call up to know the specifications and operation of the product.These call center employees can be called ________.

Increased credit card penetration,especially in China and Korea,has also fueled ________________.

What are the six steps in personal selling?