Exam 19: Personal Selling and Sales Management

Edith knows that prospective customers are likely to raise reservations about price and quality. She needs to convince customers that her products represent

Almost everyone is engaged in some form of selling.

What kind of laws make it unlawful to discriminate against a person in hiring, promotion, or firing because of race, religion, nationality, sex or age?

The most important activity in recruiting salespeople is determining what the salesperson will be doing and

How can sales representatives save time for customers?

Effective salespeople anticipate and handle

The attitudes that Sankha's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to convey ________ by guaranteeing his work in writing.

Every Monday during the month of December, salespeople who had the highest sales the previous week participate in a package surprise, where they receive a package containing either a $50 or a $100 bill. This short-term incentive is known as a

The sales process always proceeds through each of the five steps.

Tabatha walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. After exchanging pleasantries, Tabatha tries to create interest in her company's product. Tabatha will likely ________ to adapt or customize her presentation to match the customer's needs.

As marketing manager for a newly created software company, Kora is deciding whether or not to hire a company sales force. To make this decision, Kora needs to consider whether

Which is the least likely way sales representatives add value for customers?

Experts estimate that the average cost of a single B2B sales call is over

In business practice, salesperson evaluation measures can be objective or subjective.

Agatha sells office networking systems. She is putting together a sales presentation for a new customer. What advice would you give Agatha about making her sales presentation?

When Eleanor realized she didn't have all of the technical information she needed to answer the customer's questions, she made a call to her office. Who would be most likely to provide appropriate assistance?

Online sales training is used to replace the one-on-one interaction of on-the-job training for advanced selling skills.

The attitudes that Rex's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to demonstrate the ________ dimension of service quality by demonstrating he uses well-maintained equipment with neat, professional personnel to produce a quality product.

Butch is in the process of qualifying leads he received from corporate headquarters. Butch will assess

To maintain trustworthy customer relationships, companies must take care that they respect customer privacy and respect the ________-that is, the amount of information a customer feels comfortable providing.