Exam 18: Personal Selling and Sales Management

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. -The typical employee of a florist who takes orders from walk-in customers would be engaged in:

Which of the following is an example of a quantitative input measure useful in evaluating the sales job done by a person who sells industrial washers?

Opportunities for advancement, recognition of effort, and a feeling of belonging are examples of:

During the final stage of the personal selling process, the sales person should:

When Peter called the toll-free number on the back page of the Road Runner Sports catalog to order a new pair of Saucony running shoes, he probably talked to a(n):

A consultative sales person would be the type of sales person used to sell a furniture manufacturer on the idea of using fabric made from recycled plastic bottles.

Like most other employees, sales people are closely supervised.

During the sales presentation, a question on when to deliver a product is one method commonly used to avert the prospect's attention from objectionable features.

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. He asks the buyer, "Would you prefer the socks in plastic bags with the hotel logo on them?" Andre is engaged in:

Which of the following is an example of a quantitative input base for evaluating sales performance?

No personal selling occurs on the Internet.

An effective recruiting system:

During the preapproach in the personal selling process, a sales person might learn that a prospect's favorite pastime is trout fishing, that he loves to spend his evenings reading science fiction, and that he is an avid University of Southern California football fan.

The sales clerk who works at Kohl's department store is an example of an inside sales person.

A product demonstration should only be used as a last resort during the selling process, and only after the customer has specifically requested it.

Which of the following is a member of an outside sales force?

Zierer GmbH is a German company that builds and markets amusement park rides. The company specializes in "custom themed attractions using standard ride systems with unique vehicles and/or decorations created specifically for the customer." Zierer is not the only company that sells amusement park rides. Which element of the promotional mix would you expect Zierer to depend upon most heavily?

Compaq Computer Corp. gave each of its sales people fully equipped home sales offices with a notebook computer, fax machine, copier, and two phone lines to give them immediate access to all data any sales person might need to make a sale. By spending some $8,000 to equip more than 200 offices, Compaq was able to close three regional offices and save $10 million in staff salaries and rent annually. This is an example of how a company can use _____ to improve the efficiency of the sales operation.

A sales person can design his or her sales presentation using an approach called AIDA. These letters are an acronym for:

As Desta neared the end of her sales presentation, she asked the customer, "Would you prefer your sofa be in the magenta or the sandstone corduroy?" This is an example of a _____ _____.