Exam 19: Managing Personal Communications:

In today's global economy,many firms need to have their salespeople just "sell,sell,and sell" to meet investor and corporate obligations.

One of the benefits of ________ is that its effects can be easily traced.

Most companies today are moving to the concept of a leveraged sales force,which is defined as ________.

If ads for Johnson & Johnson's Tylenol headache reliever popped up on brokers' Web sites whenever the stock market fell by 100 points or more,this type of online ad would be called a(n)________.

Market demassification has benefited direct marketers.An example of the ever-increasing number of market niches would be ________.

A key aspect of social networks is ________,as consumers talk about dozens of brands each day.

Visitors will judge a Web site's performance on ease of use and physical attractiveness.Identify the three attributes that make up a Web site's ease of use.

Interstitials are advertisements that pop up between changes on a Web site.

Sales training today tries to transform a salesperson from a passive order taker into an active order getter who engages in customer problem solving.

Direct marketers can time their offer to reach their prospects at the right moment and as a result receive higher readership because of the offer's applicability.An example of such "right moment" timing would be ________.

Direct marketers and their customers usually enjoy mutually rewarding relationships.Occasionally,however,a darker side emerges.Identify four unethical practices to be avoided in direct marketing.

Direct marketing is the use of consumer-direct channels to reach and deliver goods and services to customers without using marketing intermediaries.

Call centers that receive calls from customers are called ________.

Visitors will judge a Web site's performance on ease of use and physical attractiveness.Identify the three factors that make up a Web site's attractiveness.

Inbound telemarketing centers receive calls from customers.

E-mail campaigns are generally twice as expensive as traditional direct-mail campaigns.

New representatives may spend as little as 4 weeks to as much as 28 weeks in training,depending upon the complexity of the products and the industry.

One of the specific tasks of the salesperson is "servicing" the account.The definition of "servicing" is "providing various services to the customers-consulting on problems,rendering technical assistance,arranging financing,and expediting delivery."

Why does where the company's products are sold and to whom they are sold have implications for the sales-force structure

Outbound telemarketing centers initiate calls to prospects and customers.