Exam 18: Personal Selling and Sales Management

Missionary salespeople are:

Which form of compensation provides salespeople with the greatest incentive to make sales?

David receives an annual salary of $50,000 CDN plus 2 percent of everything he sells. David is on a:

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines. TransWave sends an environmental expert, a safety engineer, a legal representative to explain new regulations enacted by the Canadian Office of Pipeline Safety, and an experienced Pipeline expert when it meets with a prospect. This is an example of how TransWave uses:

Xerox uses which compensation strategy?

An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission, salaries, and benefits. Additionally, with a company salesforce, sales administration costs would be incurred for a total fixed cost of $650,000 per year. At what level of sales would independent salespeople be less costly?

Suggestive selling is a type of:

An effective sales plan objective should be:

Which role below could also be described as an order getter?

As the sales manager, you tell your team: "Folks, this year's goal is $5 million in new business." The sales manager is:

Adjusting the presentation to the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as:

In addition to personal selling, Xerox uses all of the following techniques, except:

An order getter is a:

When John tells his prospect that: "he should buy now, as we have a 72 hour sale on right now," he is trying a(n):

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client. This is an example of:

When Joshua was hired to work for Bush Refrigeration Company he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________to compensate Joshua for his time and effort.

An order taker is a:

Which of the following activities is NOT typically a responsibility of an order taker?

At which stage in the personal selling process would the salesperson ensure the customer is satisfied with the product?

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how a person can apply for a credit card. CitiBank is engaging in: