Exam 19: Managing Personal Communications:

Direct marketing channels include direct mail,catalogs,Web sites,interactive TV,and ________.

Catalog marketing is big business-about 71% of Americans shop from home using catalogs.One of the factors in the success of a catalog business for a company is in ________.

Studies have shown that the best salespeople are those who manage their time efficiently.Face-to-face selling time has decreased to as little as ________ of total working time.

Direct mail is a popular medium because it permits target market selectivity.

Telemarketing is the use of the telephone and call centers to attract prospects,sell to existing customers,and provide service by taking orders and answering questions.

Effective salespeople have more than instinct; they are trained in methods of ________ and ________.

Selling increasingly calls for teamwork and the support of others.Aside from the actual salesperson,who else is on this team

In trying to close a sale,Jim's prospect raises objections about the price and delivery schedule.Jim is dealing with ________.

One of the important guidelines for conducting an e-mail campaign is to give the customer a reason to respond.

A(n)________ is a limited area on the Web managed and paid for by an external advertisers/company.

Which of the following would improve the likelihood of starting positive buzz

You work for a company that "manages its customers" as much as it "manages its products," and whose focus is on providing value to their customers.This firm is practicing what form of marketing

Because e-mail campaigns take so long to develop,they are inappropriate for offering time-sensitive information.

Salespeople have specific tasks to perform to make a sale.List these specific tasks.

The Internet provides marketers and consumers with opportunities for much greater interaction and control.

Call centers that initiate calls to prospects and customers are called _________.

________ compensation receives more emphasis in jobs with a high ratio of nonselling to selling duties and in jobs where the selling task is technically complex and involves teamwork.

Some companies are dropping quotas as a means of measuring the effectiveness of its sales representatives in favor of other types of measures.Identify some of these other measures.

Salespeople need to know how to recognize closing signs from the buyer,including physical actions,statements or comments,and ________.

Communication researchers see society as consisting of ________,small groups whose members interact frequently and whose closeness facilitates effective communication but also insulates them from new ideas.