Exam 20: Personal Selling and Sales Management

Mark wanted to make some extra money,so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform.Mark had no idea of whether anyone had work for him,so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services.In terms of the personal selling process,Mark was engaged in

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers.It sells to 10,000 flower and gift shops and 5,000 supermarkets nationwide.Each florist is called on four times a month and each supermarket is called on twice a month.Assume a 52-week calendar year and that each salesperson takes a four-week vacation.A sales call to a florist takes one hour,and a sales call to a supermarket takes two hours of selling time.An average salesperson spends 1,000 hours per year making sales calls.The number of salespeople Diamond Line needs to cover its account base is

What are the keys to effective need-satisfaction presentations?

Salesforce automation is the use of ________ to make the sales function more efficient and effective.

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

A representative from AT&T called Dr.Michaels after he switched to its U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a(n)________ call.

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Which of the following statements regarding outside order getters is most accurate?

Seminar selling is a method of personal selling in which

In personal selling,the name of a person who may be a possible customer is referred to as a(n)

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as

A straight commission compensation plan is well-suited to sales positions where

________ involves three tasks:  setting objectives,organizing the salesforce,and developing account management policies.

A break-even chart for comparing independent agents and a company salesforce includes ________ and ________.

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Which type of salesforce training is the most popular type of training?

Personal selling requires the ________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.