Exam 19: Personal Selling and Sales Management

Managers and sales experts agree that certain personal traits are necessary to be a successful salesperson. Which personal trait is least important for a salesperson?

One reason B2B salespeople spend considerable time qualifying potential customers is

After installing a new HVAC system, what should Marco's Heating & Air Conditioning do, according to the personal selling process?

Why is recruitment such an important part of sales management?

Qing Yuan works in the office of a building materials company. One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions. Qing Yuan is involved in the ________ step of the selling process.

When Motorola first entered the Mexican marketplace, the company wanted direct control of salespeople in major urban markets but was not as concerned about control in less populated areas of the country. Motorola probably used ________ in major urban areas and ________ in less populated areas of Mexico.

Marlin, an architect, made his presentation to the potential customer and handled objections. What does Marlin need to do next, and why is this stage so stressful?

Timothy is starting a career in selling, but he eventually wants to become a senior manager. A selling career may help Timothy achieve that goal by providing

Since United Auto Parts has had trouble with its windshield wiper manufacturer in the past, it is requesting a guarantee from the company before it will place another order. Which of the service quality dimensions is being addressed in this scenario?

For companies, one of the disadvantages associated with personal selling is

Greta recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary. As such, she strives to build strong relationships with customers and

Demarco tells a colleague about a major prospect he plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation. Demarco and his colleague are engaged in

The process of salespeople creating blogs and other online sources to draw customers in and generate leads is a process known as

Getting a commitment from the customer to purchase your product is also known as

Jack is a sales manager at Motorola. He is responsible for evaluating the sales, profits, orders, and sales ratios of each of the sales representatives in this territory. Jack is evaluating ________ measures.

The preapproach occurs ________ and extends the qualification of leads procedure.

Geraldine is in NEC's sales training program. She will probably be taught that all a salesperson needs to do is ask questions.

What kinds of ethical problems can be created by corporate sales policies?

A small office supply company may have a person whose primary responsibility is to process routine orders, reorders, or rebuys of products for clients. This employee is known as a(n)

Margot always sees the cup as half full. In fact, her friends say she is an optimist. Margot would make a good salesperson.