Exam 17: Personal Selling and Sales Management

Which of the following statements is true of negotiation?

The process by which customer information is centralized and shared to enhance the relationship between customers and the organization is called ___________ management.

Which term refers to a form of lead generation in which the salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status?

Which of the following is a sales practice that involves building,maintaining,and enhancing interactions with customers to develop long-term satisfaction through mutually beneficial partnerships?

A salesperson's responsibilities usually end with making the sale and placing the order.

A term that describes a company that customizes its products and services based on data generated through interactions between the customer and the company would be described as being ______.

Which of the following is a combination of sales automation and Internet technology that some marketers use to enhance customer satisfaction and bring in more business?

A process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations is called _____________.

Determining sales goals is part of effective sales management.A statement of a salesperson's sales goals,usually based on sales volume,is called a(n)_________.

Discuss the lead qualification step of sales process and different ways in which leads are qualified.

The assertion that "great salespeople should have strong,healthy self-esteem and the ability to bounce back from rejection" describes which trait that is desirable in applicants for sales position?

The ability to place oneself in someone else's shoes,which enables salespeople to understand the client's situation,is called ________.

Which of the following is NOT true of relationship selling?

Which of the following is involved in defining the sales goals of the salesforce?

Which of the following best defines the term "touch points"?

Which of the following is among the responsibilities of a sales manager?

A sales manager at a consumer durable goods manufacturing firm instructs his new salesperson,Rita,that she must identify ten potential customers and sell five flat screen televisions per week.This directive from the sales manager is referred to as Rita's _____.

Which of the following is NOT an advantage of personal selling?

Relationship selling is more often used in selling consumer goods.

Unlike advertising and sales promotion,in personal selling,responses are provided only to the questions and objections that the copywriter thinks are important to customers.