Exam 17: Personal Selling and Sales Promotion

This personal selling technique works hand in hand with relationship selling _____ and involves meeting customer needs by listening to them,understanding their problems,paying attention to details,and following through after the sale.

A sales quota is often tied to the compensation system.

Cross-selling services and products to existing customers is less expensive than trying to find new customers for the same services.

Consultative selling involves offering multiple goods or services to the same customer.

A hotel provides a toll-free number to its customers which they can use to obtain information and make reservations.This is an example of inbound telemarketing.

In the _____ stage of the sales process,the salesperson contacts the potential customer for the first time.

Providing technical and operational assistance is a significant part of missionary selling.

Briefly describe the various steps involved in the sales process.

A customer shopping at Sports Authority for new running gear is assisted by a salesperson in the shoe department.This is an example of inside selling.

Instituting a companywide code of ethics helps guide salespeople to ethical behavior in personal selling.

Babylonians used the term "_____" to refer to the salesmen.

A Frito-Lay driver who covers a geographic route of grocery stores taking orders,restocking shelves,and removing products past the expiration date is classified as a field salesperson.

Which of the following is a characteristic of a corporate culture that encourages ethical behavior?

A straight salary plan could reduce the incentive to find new markets and land new accounts.

A salesperson of Healthcare Pharmaceuticals Inc.,provided free samples of the company's latest range of aspirin to retailers in an effort to promote the firm's goodwill during a sales approach.Later,a wholesaler took orders and delivered the merchandise.Which of the following sales tasks had been performed by the salesperson?

_____ is a sales task in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customers' needs.

Firms spend more on consumer-oriented sales promotions than on trade promotions.

Team selling is usually a temporary arrangement intended to serve the customer from the initial contact through the initial sale.

_____ is a personal selling function that involves identifying potential customers.

First-line sales managers need very strong sales skills,while sales managers at higher organizational levels need more _____ skills.