Exam 20: Personal Selling and Sales Management

The sales manager instructed the salesperson to "Make 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

The sales plan is put into practice through the tasks associated with sales plan implementation. Identify the three major tasks involved in implementing a sales plan.

Which type of salesforce training is the most popular type of training?

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

The workload method

Formulating the sales plan involves three tasks: (1) setting objectives, (2) organizing the salesforce, and (3) __________.

The sales manager told the salesperson, "Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

A formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size is referred to as the

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

In the __________ stage of the personal selling process, the cultural setting is very important for international sales.

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

All of the following are behavioral measures that are used to evaluate salespeople except

Relationship selling refers to

When specific knowledge is required to sell certain types of products or services, then a __________ is used.

Which of the following statements regarding outside order getters is most accurate?

Hewlett-Packard recently shifted its entire U.S. salesforce into home offices and saved millions in staff salaries and office rent despite the expense of equipping each home office with a notebook computer, fax/copier, mobile phone, two phone lines, and office furniture. Such decreased selling costs are among the benefits of

A straight commission compensation plan is one

All of the following are forms of sales automation except

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of