Exam 13: Professional Selling

Cold calling is associated with _____.

Brand awareness opens doors for salespeople.

_____ set their own hours,determine their own activities,and manage themselves.

What types of information do salespeople gather?

_____ involves finding potential customers.

A buyer asking for special favors from a seller may have the following two issues:

The Federal Corrupt Practices Act comes into play when:

_____ are often hired by companies because they already sell to the desired market.

Buyers are often limited as to what gifts they can accept from a seller because they could be considered as _____.

_____ are a great tool for situations that require adaptation,customer education,and other value-adding activities.

In addition to metrics the salesperson uses,what other types of measures do sales managers utilize?

In the United States,two basic principles of business are: 1)that everyone does not have an equal opportunity to earn business and 2)that manipulation is a part of business.

A manufacturer's representative is an agent that sells a(n)______.

_____ are more common when sales cycles are short.

The _____ is the first step in the sales process.

A customer who purchases a product from a seller out of habit is said to have a functional relationship with the seller.

Laws regarding hiring practices and workplace safety can affect sales managers.

Salespeople are a great source for marketers when they try to understand:

Collaterals are created by sales professionals.

A _____ refers to a person who has an interest in an offering but has not indicated if he/she is going to purchase.