Exam 19: Personal Selling and Sales Management

Salespeople at Christopher's Cookie Company want to draw the attention of their customers through blogs, Twitter, and LinkedIn, rather than using more traditional activities that require making a sales call. As the marketing manager, you understand this activity to be

The ________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

The ________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality.

Trade shows are a particularly good source of B2B sales leads because

On weekends, Yannis often finds himself thinking about his customers and their problems. Sometimes Yannis will figure out a potential solution and e-mail or call his customer. What personal trait does Yannis have that is important to sales success?

Harold enjoys a successful sales career. He is a go-getter, gets up early every morning to check his schedule, and arrives at appointments early so he can get in the right mental frame of mind. Which personal trait does Harold exhibit?

Sales experts have identified five key personal traits that are often found in successful salespeople. List and define these five traits.

William has just finished his sales presentation. He knows that half the battle is asking questions. What is the other half?

It is the company's responsibility, not the salesperson's, to ensure that all dealings with the customer are ethical and legal.

When her salespeople bring in five new customers, Martina gives them a $1,000 payment. This is an example of a

Often the best way to handle customers' reservations is to relax, listen, and

Maureen visited an office building and went door to door to hand out business cards and sell office products. Maureen was making cold calls.

Bradley is a new sales rep for an outdoor furniture company. Which form of financial compensation is he least likely to receive?

Describe a company that would be likely to use a company sales force, and a second company that would be likely to use manufacturer's representatives. Explain why these companies would make these choices.

The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

Most beverage distributors have their delivery people act as the firm's sales representatives. The delivery people primarily function as

Daniel's firm had grown steadily and the products and systems had become more and more complicated. In the past year or so, Daniel and his sales colleagues have been changing their approach due to the sales growth and increasing product complexity. Customer relationships for the most important accounts are now being handled more and more by ________, whose primary duties are order getting, order taking, or sales support, which is typical of firms experiencing this kind of growth.

What is relationship selling?

________ training is excellent for communicating selling and negotiation skills, because managers can observe the sales trainees in real selling situations and provide instant feedback.

What is the best description of a company sales force?