Exam 20: Personal Selling and Sales Management

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Sales management refers to

During the __________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or hire independent agents such as manufacturers' representatives. Abacus Designs sells high-end furniture to retailers and needs to make this decision. Independent agents would receive a 5 percent commission on sales while a company salesforce would receive a 3 percent commission, salaries, and benefits. In addition, with company salespeople, sales administration costs would be incurred for a total fixed cost of $500,000 per year. At what sales level would independent salespeople be less costly?

The advantage of a product sales organization is that

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is an

Sales management consists of three interrelated functions: (1) __________, (2) sales plan implementation, and (3) salesforce evaluation.

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

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 completing the sales training program.

FedEx uses sales personnel, carrier management specialists, and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world. This type of sales approach is called

All of the following tactics are used to generate leads except

Lindsey Smith's selling success is due in large part to her

When Jason called the toll-free number to order two children's books from the Chinaberry catalog, the firm was using

Many firms such as Xerox use a cross-functional sales practice known as

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

An advantage of the straight salary compensation plan is that it

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

The primary responsibility of order takers is to

Consultative selling is very prominent in

Facsimile, e-mail, and voice mail are common __________ technologies salespeople use today.