Exam 20: Personal Selling and Sales Management

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

The sales manager told the salesperson,"Your goal is to increase units sold for the second quarter 5 percent compared to the same period last year." The sales manager voiced a(n)________ sales objective.

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a ________ for him after completing the sales training program.

Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

Salespeople called outside order takers visit customers and

In conference selling,

If a company chooses to employ its own salesforce,the three basic organizational salesforce structures from which to choose are

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a

Describe the need-satisfaction presentation format.In the answer,include the two selling styles that are common with this format.

Two types of order takers exist.________ visit customers and replenish inventory stocks of resellers,whereas ________ typically answer simple questions,take orders,and complete transactions with customers.

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

With a ________,a salesperson's earnings are directly tied to sales or profits generated.

Salespeople called ________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

Research suggest that proper compensation,incentives,or rewards are necessary to product a motivated sales person,along with several other factors including which of these?

Procter & Gamble uses groups of marketing,sales,advertising,computer systems,and supply chain personnel to work with its major retailers,such as Walmart,to identify ways to develop,promote,and deliver products.This type of sales approach is called

In the personal selling process,the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the ________ stage.

During the presentation stage,a salesperson may encounter objections.What are the six basic techniques for handling objections?

A decade ago,Xerox began a shift to a ________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Which of the following statements should a salesperson use to accept the objection?