Exam 18: Personal Selling and Sales Management

The role of a _____ sales person is to build goodwill, perform promotional activities, and provide information and other services to customers.

No sales person should be hired without:

Which of the following is an example of a qualitative factor for evaluating sales performance?

Dunhill sells top-of-the-line suits to executives in their own offices. Once a sale is made, the Dunhill sales representative could emphasize how satisfied the customer will be with his Dunhill suit or how much better Dunhill suits are than its competitors' in order to alleviate:

A sales engineer would most likely be involved in the sale of:

In the personal selling process, the most likely time to use a canned sales presentation is during the _____ stage.

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. -When Will calls the toll-free Teleflora number and orders a plant sent to his mother, the Teleflora representative is engaged in:

An effective sales manager:

The telephone operator who takes your order for a three-dimensional puzzle and the sales clerk at The Disney Store who helps you buy a Mickey Mouse alarm clock are both engaged in _____ selling.

The most effective supervisory method for a sales manager to use is volume of sales produced.

Personal selling is likely to carry the bulk of the promotional load when the market is geographically concentrated.

To make its bookkeeping easier, Sutton Milling Company wants the compensation it pays to its sales force to be a fixed cost. It should use a _____ plan of compensation.

The straight-commission plan for compensating sales representatives is used because this plan:

The AIDA approach is commonly used in sales presentations. Frank Rosson plans to use this approach when he goes to sell handcrafted cookie cutters to a chain of kitchen boutiques. As part of the first "A" in the approach, he would most likely:

Compared to a typical office worker, an outside sales person is more likely to:

Which of the following describes a benefit associated with systems selling?

When the MCI Center was enlarged, the management decided to buy aluminum railing from Western Metal Fabricators, the company that had provided all of the railings when the center was constructed. Ashton works for Western Metal Fabricators and was sent to the center to take measurements and to get the sales contract signed. Ashton acted as a(n):

A commercial fishing captain who wanted to find the highest bidder for a batch of just-caught swordfish can go to www.Gofish.com to find a restaurant chain, a fish cannery, or a supermarket interested in buying his catch. When the sale is made, the captain would have engaged in:

A small manufacturing company is most likely to concentrate the bulk of its promotional budget on personal selling if its:

Dennis works for Georgia-Pacific (GP), one of the world's leading paper manufacturers. His job is to introduce new paper products to GP's distributors' sales forces and motivate them to sell the products to their customers. He provides the sales reps with sample paper and answers any questions they or their customers may have about the new paper products. Cody is a(n):