Exam 13: Personal Selling and Sales Promotion

The step that follows approach in the selling process is ________. presentation and demonstration closing handling objections prospecting qualifying

The qualities buyers dislike most in salespeople include which of the following? being pushy, being early being pushy, being deceitful being too reliant on technology, being arrogant being unprepared, being opportunistic being disorganized, being ungrateful

Salespeople should know how to recognize ________ signals from the buyer, which can include physical actions such as leaning forward and nodding or questions about prices and credit terms. qualifying approach objection closing follow-up

Marlene Gillespie is a member of the sales force at Urban Fashions, a clothing manufacturer.Marlene is preparing for a first meeting with a wholesaler who is a potential customer, and she is preparing herself by learning as much as she can about the wholesaler's organization.Marlene is in the ________ step of the personal selling process. prospecting qualifying preapproach approach handling objections

What type of company would be likely to use the territorial sales force structure?

Why is it crucial to listen to the customer during the approach step of the sales process?

New Wave Music Company has decided to switch to a customer sales force structure.Which of the following advantages is the company now LEAST likely to enjoy? The company can become more customer-focused. The company can build closer relationships with important customers. The company can better serve different industries. The company can better serve current customers and find new customers. The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________. retail supervisors sales managers telemarketers human resource professionals public relations profession

Why do many companies invest in ongoing training for their salespeople?

You are responsible for hiring inside salespeople at Acme, Inc.Which of the following jobs isn't all that important for these new salespeople to perform? free outside salespeople to spend time with major accounts use the phone to find new leads act as liaisons between outside salespeople and customers service accounts travel to call on customers

________ consists of short-term incentives to encourage the purchase or sale of a product or service.This offers reasons to buy it now. A patronage reward A segmented promotion Advertising Sales promotion Publicity

Companies that use a customer sales force structure organize their salespeople by ________. product territory industry demand specialty knowledge

The purpose of evaluating a salesperson's performance is to set his or her quota appropriately.

Sales applicants are most likely to be tested for ________. accounting skills, sales aptitude organizational skills, accounting skills accounting skills, perseverance personality traits, analytical skills personality traits, accounting skills

A salesperson's compensation plan is typically made up of several elements-a fixed amount, ________, expenses, and fringe benefits. a base salary a pension plan a variable amount nonmonetary rewards recognition

An e-mail from Amazon.ca offers free shipping on your next purchase of more than $40.This is an example of a ________. sales promotion POP promotion rebate price pack premium

Compare and contrast the three major sales force structures.

The __________ is necessary if the salesperson wants to ensure customer satisfaction and repeat business. value proposition lowest price follow-up sales document profit margin

An IBM sales representative is giving a product demonstration to a Best Buy representative.Assisting with the demonstration are a Best Buy engineer, a financial analyst, and an information systems specialist.If IBM wins the Best Buy account, then all four IBM representatives will service the Best Buy account.This is an example of ________. team selling territorial selling inside selling prospecting sales promoting

Explain the follow-up step of the selling process.