Exam 18: Personal Selling and Sales Management

What are the six stages of the personal selling process? What is the objective of each stage?

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

What would occur at the preapproach stage in an industrial selling situation?

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers. It sells to 10,000 flower and gift shops and 3,000 supermarkets nationwide. Each florist is called on four times a month, and each Supermarket is called on twice a month. A sales call to a florist takes one hour, and a sales call to a supermarket takes two hours of selling time. An average salesperson Spends 1,000 hours per year making sales calls. Calculate the number of salespeople Diamond Line needs to cover its account base.

Team selling would most likely be used when a company is selling a:

Salesforce is a tool that can be used in:

A combination compensation plan is a compensation plan:

A straight commission compensation plan is a compensation plan:

Asking a potential car purchaser whether they would like it: "in blue or green" is an example of a(n):

In the personal selling process, a telemarketer who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in:

All of the following are expert suggestions to use Twitter as a sales tool except:

Which of the following statements should the salesperson use to postpone a prospect's objection?

Salespeople called outside order takers visit customers and _________as retailers and wholesalers.

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster. The computer technology will do all of the following except:

Safety expert Larry Shipiner works for TransWave International, a company that markets patented electronic sensors as an early warning device for locating potential Problems with buried pipelines. Shipiner discusses pipeline safety issues with gas, oil, and water companies and explains new federal regulations on pipeline maintenance. He determines what potential safety problems exist, but he does not solicit orders - that is done by a sales team that designs a warning system to meet the specifications of the buyer. Shipiner is an example of a(n):

Alvin Whitaker has just been hired by Snapple, a New York-based marketer of flavoured beverages. The firm wants Whitaker to call on supermarkets, gas stations, convenience stores, and other grocery-type outlets in the Toronto area where Consumers purchase point-of-sale beverages. Included in his job description are the Following responsibilities: (1)stock and arrange point-of-purchase displays of present customers - 60 percent of his work week; and (2)receive orders from customers and complete the transactions - 40 percent of his work week. What form of personal selling is Whitaker engaged in?

Alex is conducting a presentation with a new prospect who speaks quietly and prefers to use his hands when describing what they need. When Alex begins to mirror this prospect, he is demonstrating:

Which process consists of the following six stages: prospecting, preapproach, approach, presentation, close, and follow-up?

All of the following are components of a job description for a salesperson, except:

What are the keys to effective need-satisfaction presentations?