Exam 18: Personal Selling and Sales Management

Systems selling:

Maria sells Avon products to the people at her work. As an office worker appears ready to buy, Maria might say, "Would you want this perfume with an atomizer or in a refill bottle?" Maria would be engaged in:

In which of the following situations would a straight-commission plan be the appropriate compensation plan?

As a sales person for Kitchengear of Maine, Brenda sells a line of kitchen products crafted for left-handed cooks. Brenda sold the product line to Sun Hong, the owner of Leftana, a retailer of products for lefties. To reduce the chance that Hong will experience cognitive dissonance, Brenda can:

An effective recruiting system:

Management of a sales force involves application of the three-stage management process. Which of these stages includes the management activity of staffing the sales force?

Teleflora is an Internet and telephone marketer of flowers and specialty gifts. Teleflora utilizes 33.000 independent florists who adhere to the highest quality and service standards as prescribed by Teleflora. When orders are placed at the Teleflora toll-free number or on the Teleflora Web site, a company representative contacts the florist nearest to the gift recipient and provides the details so the gift can be sent as ordered. Its primary competitor is FTD, which has 20,000 members. To distinguish itself from the competition, Teleflora publishes the Retail Florist magazine to help florists with their marketing, management, and training activities. -An issue of the Retail Florist was on the topic of "The Business of Building Loyalty." This publication would most likely have explained how florists could engage in:

Which of the following individuals engages in inside selling?

Relationship selling means selling a total package of related goods and services to solve a customer's problem.

Telemarketing is typically used to do all of the following EXCEPT:

To reduce postpurchase cognitive dissonance, a sales person can:

A good recruiting system is only needed when there is a vacancy in the sales force.

The first step in the sales-force selection process is notification that there is a vacancy.

In order for a sales person to qualify a prospect, the prospect must:

In the final stage of the selling process, the salesperson should:

The AIDA approach is commonly used in sales presentations. Raymond plans to use this approach to sell a new waffle maker called Wafflebakes. It makes waffles that break apart into 10 bite-size pieces that have letters on one side and numbers on the other. He wants to sell it to the owner of a chain of kitchen boutiques. As part of the "I" and the "D" in the approach, Raymond should:

A canned presentation:

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. During his sales presentation, the buyer says, "We are trying to reduce our variable costs per customers?" Andre must now:

Which category of Internet selling qualifies as personal selling because of its interactive nature?

The AIDA approach is commonly used in sales presentations. Linda wants to use this approach to sell a new line of mildew-proof shower curtains to a chain of stores that specialize in items for the bath and the bedroom. The last "A" in the approach tells her she should: