Exam 18: Personal Selling and Sales Management

With more purchasing being completed by females, companies are starting to focus on:

Before the salespeople for Ascom Timeplex, Inc., set out to make a sales call, they use their laptop computers to dial into the company's database. There, the salespeople can retrieve the latest price lists, engineering and configuring notes for each customer, and status reports on previous orders. The laptops can also be used to send customer orders to Ascom Timeplex headquarters in New Jersey__________ helps make the Ascom Timeplex salespeople more efficient and more effective.

Bombardier makes corporate jets and its strategy involves streamlining production activities, maintaining its reputation for quality, and reducing its costs. It has developed the Continental, an airplane assembled from just a dozen large component parts. All parts are supplied by carefully chosen independent companies that share the development costs and market risk with Bombardier as part of being its suppliers. To sell sub-assemblies to Bombardier, the salespeople for its supplier companies used:

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Figure 18-3 -As shown in Figure 18-3, stage "A" in the personal selling process is the ________ stage.

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales Presentation style that emphasizes the needs and wants of its retailers. Once key needs have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the selling format.

Whitepapers can be effectively shared using Twitter by:

What are the three major roles of personal selling in a firm's overall marketing effort?

Which of the following tasks are involved in the formulation stage of the sales management process?

A selling format that assumes a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is called a:

A sales plan is a:

What occurs during the closing stage of the selling process? List the three types of close discussed in the text.

A variation of the customer organization structure is:

Two types of team selling are:

During the prospecting stage of personal selling, a salesperson might be encouraged to do all of the following EXCEPT:

John is a salesperson and receives $2000 CDN a week, regardless of how much or how little he sells. This is an example of a:

Emotional intelligence has five dimensions. They are self-motivation, self-awareness, the ability to manage one's emotions and impulses, empathy, and:

Define personal selling. Define sales management.

Personal selling serves_________ major role(s)in a firm's overall marketing effort.

Bell Canada sends several employees to meet with one of their largest potential clients to discuss their current problems and the opportunities of switching to Bell. Bell is using which approach?