Exam 18: Personal Selling and Sales Management

Irene Adler works as a salesperson for a pharmaceutical company.Adler's primary responsibilities are to contact physicians and convince them they should prescribe her company's pharmaceutical products.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

A significantly lower cost per sales call (in the range of $20 to $25)and little or no field expense accounts for __________ has widespread appeal.

Which of the following statements is NOT an example of personal selling?

The _____ is a selling format based on the assumption that if given the appropriate stimulus by the salesperson,the prospect will buy.

Missionary salespeople are:

Which of the following is NOT an example of behavioural measures used to evaluate salespeople?

Identifying the prospect's role in the buying center would be typically done at the _____ stage of the personal selling process.

Stephen is meeting with a potential wholesale diamond buyer.He picks up his newly dry cleaned suit,and stops by the barber for a shave and haircut.Stephen is likely getting ready for which stage?

The best organizational structure to use when different buying organizations have different needs is a _____ sales organization.

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers.It sells to 10,000 flower and gift shops and 3,000 supermarkets nationwide.Each florist is called on four times a month,and each supermarket is called on twice a month.A sales call to a florist takes one hour,and a sales call to a supermarket takes two hours of selling time.An average salesperson spends 1,000 hours per year making sales calls.Calculate the number of salespeople Diamond Line needs to cover its account base.

Which of the following statements should the salesperson use as a denial response to a prospect's objection?

Describe the importance of gender intelligence in the sales process?

Alvin Whitaker has just been hired by Snapple,a New York-based marketer of flavoured beverages.The firm wants Whitaker to call on supermarkets,gas stations,convenience stores,and other grocery-type outlets in the Toronto area where consumers purchase point-of-sale beverages.Included in his job description are the following responsibilities: (1)stock and arrange point-of-purchase displays of present customers - 60 percent of his work week; and (2)receive orders from customers and complete the transactions - 40 percent of his work week.What form of personal selling is Whitaker engaged in?

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Team selling would most likely be used when a company is selling a:

Nancy knows that Jim likes to talk about hockey and his favourite team is the New York Islanders.Prior to their meeting today,Nancy checks the boxscore of the Islanders game last night and reads a few articles discussing the game.She starts her meeting with Jim asking him if he watched the game in order to gain his attention and stimulate interest in speaking further.This is likely to occur at which stage?

Emotional intelligence has five dimensions.They are self-motivation,self-awareness,the ability to manage one's emotions and impulses,empathy,and:

For every sale,Michael gets 10 percent of the total purchase amount.This is his only form of compensation.This is referred to as a:

Bob Doe,known as "Battery Bob",is the national sales manager for Duracell batteries.Duracell has lost its market share lead to Eveready and the "Energizer Bunny".At present,Walmart only carries Eveready batteries.Battery Bob has "knocked on the door" for three years trying to get a meeting with the Walmart buyer for consumer electronics products.Last week,she agreed to one presentation of a new marketing and advertising program developed by Duracell to "make mince-meat out of that rabbit!" Based on the relationship developed thus far,Battery Bob believes Walmart requires a unique presentation to convince it that Duracell markets not only a better battery,but that Duracell has the marketing savvy and creativity to surpass Eveready and resume its position as the market leader.Which of the following sales presentations would have the greatest likelihood of converting Walmart into a customer?

The HR department at Future Shop needs to hire new salespeople.To ensure they hire effectively,they first complete a study,often referred to as a: