Exam 17: Personal Selling and Sales Management

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

_____ is a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Relationship selling is more often used in selling situations for consumer goods.

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

In personal selling, costs of promoting a product or service can be controlled by:

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 informed her that, in addition to this, she was also expected to identify ten potential customers. These instructions given to Rita are referred to as _____.

Personal selling provides a brief and precise explanation of the product.

Laelle Inc., a leading manufacturer of industrial air conditioners, has developed a new air conditioner with high cooling capacity. To identify potential clients who will be interested in the new air conditioner, the company has sent out pamphlets to many firms along with its contact details for anyone interested. This scenario illustrates _____.

Identify a true statement about sales force training.

Which of the following statements is a characteristic of negotiation?

Fournotts Corp., an electronic equipment manufacturer, collects data about its customers through customer interactions. On the basis of the data, the firm customizes its products and services according to the needs of the appropriate customer segments. This is an example of effective _____.

Which of the following statements is true of networking?

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

In the context of steps in the sales process, describe the methods of qualifying leads.

Which of the following statements is true of lead qualification?

Effective sales management begins with:

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

Write a note on customer relationship management.

Unlike consumer-focused salespeople, business-focused salespeople:

Which of the following statements is true of prequalification systems?