Exam 18: Personal Selling and Sales Management

John is a salesperson for Ford vehicles in charge of large corporate leased accounts (such as car rental agencies).He stops in to see his contact at Suncor Energy,one of his large corporate accounts,once every two months and often lets his contact test drive a new car for free to keep him interested and develop a strong personal bond.John is likely focused on which aspect of selling?

All of the following are components of a job description for a salesperson,except:

At which stage would a salesperson learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter?

Linda attributes her success to:

Linda Hatherly's clients include professors and instructors of post-secondary institutions.Which of the following statements is true?

The wise and ethical use of technology by salespeople is helping to build long-term relationships with their customers.This reinforces the _____________ era of marketing.

Which of the following statements describes the major difference between a prospect and a qualified prospect?

During the sales presentation,the prospect interrupted the salesperson's presentation and said,"Wait a minute; this looks like it's going to cost too much." The salesperson responded,"I think you'll be delighted with how relatively inexpensive this program is.I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

As a result of implementing Access,Toyota's gender intelligence salesperson training program,both _______________ have increased.

All of the following are expert suggestions to use Twitter as a sales tool except:

Which of the following activities is NOT typically a responsibility of an order taker?

Which role below could also be described as an order getter?

Define personal selling.Define sales management.

Frito-Lay salespeople call on supermarkets,neighbourhood grocery stores,and other establishments to ensure that the company's line of snack products is in adequate supply.This illustrates:

The office memo read,"Sales representatives from British Columbia,Alberta,Manitoba and Saskatchewan will report directly to the regional manager." From this information,it would appear the company that issued the memo uses ______ organization for its salesforce.

Salespeople called outside order takers visit customers and __________ of resellers,such as retailers and wholesalers.

Which salesforce organizational structure minimizes travel time,expenses,and duplication of effort?

What are the six stages of the personal selling process? What is the objective of each stage?

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

Which of the following statements describes an advantage achieved when replacing independent sales agents with an internal salesforce?