Exam 19: Managing Personal Communications:

Most companies today are moving to the concept of a leveraged sales force,which is defined as ________.

The underlying customer strategy for the sales force of a business in the start-up phase of the business life cycle is to ________.

E-mail campaigns are generally twice as expensive as traditional direct-mail campaigns.

Once the target market is defined,the marketer needs to obtain specific names,which can be obtained by purchasing a list of names.The better lists include overlays of ________ and ________ information.

If ads for Johnson & Johnson's Tylenol headache reliever popped up on brokers' Web sites whenever the stock market fell by 100 points or more,this type of online ad would be called a(n)________.

One of the important guidelines for conducting an e-mail campaign is to give the customer a reason to respond.

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

The average salesperson turnover rate for all industries almost ________.

Personal selling is an ancient art.Today companies spend hundreds of millions of dollars each year to train salespeople.Most training programs agree on the major steps involved in any effective sales process.List these six steps.

What are the five elements of an offer strategy?

The first step in the process of selling is to find ________.

Direct marketers seek a measurable response,typically a customer order.This is sometimes called ________.

Studies have shown that the best salespeople are those who manage their time efficiently.Face-to-face selling time has decreased to as little as ________ of total working time.

In today's global economy,many firms need to have their salespeople just "sell,sell,and sell" to meet investor and corporate obligations.

Direct marketing allows marketers to test different elements of an offer strategy under real marketplace conditions.Elements of an offer strategy include ________.

One of the challenges in designing a Web site is to create one that is both attractive on first viewing and interesting enough for repeat visits.

New representatives may spend as little as 4 weeks to as much as 28 weeks in training,depending upon the complexity of the products and the industry.

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

Effective salespeople have more than instinct;they are trained in methods of ________ and ________.

The original and oldest form of direct marketing is ________.