Exam 17: Personal Selling and Sales Management

E-business-that is,the buying,selling,marketing,collaborating with partners,and servicing customers electronically using the Internet-has not affected personal selling very much.

Which of the following defines the sales process?

Personal selling is considerably less effective than other forms of promotion in obtaining a sale and gaining a satisfied customer.

A step in the selling process that concerned with identifying firms and people most likely to buy the seller's offerings is called _______________.

Generally speaking,personal selling often works better than other forms of promotion if

Which of the following indicates the final step of the selling process,in which the salesperson ensures delivery schedules are met,goods or services perform as promised,and the buyers' employees are properly trained to use the products?

Which of the following refers to the determination of a sales prospect's recognized need,buying power,receptivity,and accessibility?

Personal selling is more important than advertising and sales promotion if the products being sold

Salespeople who practice relationship selling emphasize a long-term investment in the time and effort needed to uncover each customer's specific needs and wants and to meet them with the best product or service that can be offered.

A good salesperson perceives objections as a hindrance to the purchase decision.

A touch point that customers encounter in stores or information kiosks,and that uses software to enable them to easily provide information about themselves without feeling violated,is called __________.

In personal selling,cost per contact is much greater than for mass forms of communication.

Name the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Which of the following measures one customer's influence on the behavior of other customers through recommendations on social media?

In which case is personal selling more effective or economic than advertising and sales promotion?

When recruiting the sales force,sales managers prefer salespeople who

An electronic equipment manufacturer collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and services according to the needs of customer segments.This is an example of effective _____.

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

The process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement is known as _____________.

Which statement is true of networking?