Exam 23: Personal Selling

During which phase of personal selling does the salesperson attempt to get a commitment for the prospect to buy the product? 

Explain five of the selling activities which may be managed by a salesperson.

A seller-oriented selling orientation is focused on the long-term relationship with customers.

While aptitude is a manner of native ability,_____ refers to an individual's learned proficiency at performing necessary selling tasks.

List and briefly describe each step or phase in personal selling.

Product and customer knowledge,analytical skills,and availability of alternatives are aspects of the _____ which affect the effectiveness of selling behaviors.

All of the following are types of questions asked during sales presentations except _____.

The _____ method relies upon asking four specific types of questions during the sales presentation.

The final step in personal selling is _____.

Sales representatives for pharmaceutical manufacturers are sometimes called _____ because they explain the advantages of the manufacturer's brands compared to the competitive offerings to physicians.

High-performing salespeople actively plan and develop strategies that will lead to programs benefitting the customer.

Which of the following forms of promotion refers to person-to-person communication in which a salesperson works with prospective buyers in attempting to determine their purchase needs and match those with her company's products? 

Which characteristic of excellence in selling involves the ability to pay attention to the specific and,at the same time,look at the big picture? 

In a sales presentation,Jerry asks the prospect,"What parts of the system create errors"? Jerry is using a _____ question in the SPIN method.

Which of the following is the most important step in the selling process for a salesperson taking a modern approach? 

When a salesperson disputes a doubt raised by the customer and offers solid reasons for the dispute,the salesperson is in the _____ phase of personal selling.

A customer-driven atmosphere in selling is essential to developing long-term growth through customer relationships.

Jacki presents the prospect with two product versions and asks which one the prospect prefers.Jacki is in the _____ phase of personal selling.

What is a characteristic of the customer's buying task that can impact salesperson effectiveness? 

Qualifying prospects means to arrange a meeting with prospective customers.