Exam 17: Personal Selling and Sales Management

Kay and Jenny's,a restaurant,implements a new system that identifies and gathers information about its regular customers.It rewards the regular customers by giving them gift coupons and cash prizes.This is most likely an example of a(n)_____ system.

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Personal selling is more important than advertising and sales promotion if the products being sold:

In consultative selling,the emphasis of the salespeople shifts from a one-time sale to a long-term relationship.

Unlike advertising and sales promotion,personal selling can respond only to the questions and objections that the copywriter thinks are important to customers.

Differentiate between traditional personal selling and relationship selling.

Which of the following is part of defining the sales goal of a company?

_____ free sales representatives from the time-consuming task of following up on leads to determine need,buying power,and receptiveness.

_____ is using friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations to identify potential clients.

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Write a note on customer relationship management.

Define automated e-mail follow-up marketing.How does it work?

Salespeople selling in foreign markets should tailor their presentations and closing styles to each market.

Maggie's Apparel Inc.manufactures apparel for men and women.It calls on other retailers to sell its products.The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals.In this scenario,the salespeople at Maggie's Apparel are _____.

While recruiting the sales force,sales managers prefer salespeople who:

A sales manager at Guilden Corporation,a manufacturer of consumer durable goods,instructed his new salesperson,Rita,to sell five flat screen televisions per week.He informedher that,in addition to this,she is also expected to identify ten potential customers.These instructions given to Rita are referred to as _____.

When customers try to pit suppliers against each other to drive down the price,the salesperson should offer an initial discount and raise the price later on.

_____ is the process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement.

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

In the selling process,which of the following is true of the needs assessment of prospective clients by salespeople?