Exam 18: Personal Selling and Sales Management

Which of the following is the most likely product for a telemarketer to sell?

Relationship selling:

The counter person at McDonald's who takes your order for a Big Mac is an example of an order getter.

According to the text, the most important activity in the management process in any organization is:

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 article in Retail Florist explained when and how to hire inexperienced workers. Like all recruitment plans, it began with the:

_____ is the capability to use electronic tools to combine company and client information in real time to enhance the sales function.

Sales engineers are most likely to be used:

Reverberation is a problem at most sporting arenas. The ad for Meyer Sound reads, "The key to success is solving problems. That's why Meyer develops technologies that provide practical solutions to all kinds of acoustics problems-even reverberations." What kind of sales people would Meyer Sound most likely use?

A _____ sales person performs the most difficult and complex of selling jobs. This type of selling requires that a relationship of trust be established with the customer and that the sales person is willing to be creative.

Why are marketers increasingly relying on telemarketing for much of their personal selling efforts?

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. When he walks into the buyer's office, he is carrying a large, empty plastic bottle. Then he says, "Can you imagine putting this on your tired feet? Well, I can." With that he whips out a pair of the socks. In terms of the AIDA approach, Andre was trying to create _____ before he actually asked to customer to buy.

Connect Peripherals makes computer disk drives. The company practices _____. It creates long-term alliances with its customers. It will not design or build a new product until at least one of its major customers has given its input and approved the final design. Connect Peripherals uses:

Rhonda sells complete aquarium setups for professional offices. As part of her _____, Molly could learn how her customers feel about fresh and saltwater fish, what types of clients her customers see, and which size tank would best fit their waiting rooms.

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 gave a partial list of statements that "help trigger the buy decision." One example was "It will be fun to have. So why not make yourself feel good and buy it?" The publication provided florists with:

When the sales rep for Summit Plastic Company called on the owner of a wholesale greenhouse operation to ask the owner to reorder plastic pots and trays from his company, it was an example of a sales call made by a(n):

Which of the elements of the promotional mix provides the seller with the greatest degree of flexibility?

Which of the following activities is NOT included in the sales presentation stage of the personal selling process?

Professional sales people:

For which of the following jobs will a sales person need to use consultative selling?

Bradley has been hired to sell products for USA Floral Products, Inc., a manufacturer of products to make the floral retailer's job easier. His sales manager has asked Bradley to develop a practice sales presentation, which he will deliver at a meeting tomorrow. To be a success, Bar Bradley's sales presentation should begin with: