Exam 18: Personal Selling and Sales Management

Which role is likely to hear the statement: "Hey Stan,it's me at RBC.I need to order another two flats of printer paper,shipped to the normal location.Thanks.Bye."?

A sales plan is a:

Figure: 18-3 -As shown in Figure 18-3,stage "E" in the personal selling process is the __________ stage.

What are the keys to effective need-satisfaction presentations?

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.When its salesperson told the prospect,"For this week only,we will pay all the shipping costs for new customers," the salesperson was using a(n):

Which form of personal selling has the lowest requirement for problem solving?

When 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 he completes his sales training program.

One of the most popular social media and Twitter management tools is:

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or rely on independent agents such as manufacturers' representatives.What are the advantages of each of the two alternatives?

Argue for or against the following statement: "The future of sales will be mobile and fully automated."

The sales manager told the salesperson,"Increase sales volume for the second quarter five percent over the sales volume of the first quarter." The sales manager used a(n)_____ sales objective.

Which of the following statements describes a major drawback associated with canned sales presentations?

Which type of sales support personnel concentrate on performing promotional activities but generally do not solicit actual sales orders?

Which of the following statements should the salesperson use to agree with and neutralize an objection?

Bombardier makes corporate jets and its strategy involves streamlining production activities,maintaining its reputation for quality,and reducing its costs.It has developed the Continental,an airplane assembled from just a dozen large component parts.All parts are supplied by carefully chosen independent companies that share the development costs and market risk with Bombardier as part of being its suppliers.To sell sub-assemblies to Bombardier,the salespeople for its supplier companies used:

Safety expert Larry Shipiner works for TransWave International,a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines.Shipiner discusses pipeline safety issues with gas,oil,and water companies and explains new federal regulations on pipeline maintenance.He determines what potential safety problems exist,but he does not solicit orders - that is done by a sales team that designs a warning system to meet the specifications of the buyer.Shipiner is an example of a(n):

A purchasing agent who has previously ordered from your company refuses to reorder on the grounds that "your deliveries are always late." You respond by courteously,"You're absolutely right,and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

While eating dinner you receive a call from someone asking if you need new windows.This is an example of?

Which of the following statements should the salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

In the personal selling process,a telemarketer who calls and asks the head of the household,"If you were to die tomorrow,would your family be cared for?" is engaged in: