Exam 20: Personal Selling and Sales Management

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

The personal selling process is

With a __________, a salesperson's earnings are directly tied to sales or profits generated.

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is referred to as

A geographical sales organization would not be the best structure if

Salespeople for Godiva Chocolates use __________ to process orders, plan time allocations, forecast sales, and communicate with Godiva personnel and customers, thus providing better customer service.

A waitress at a Chili's restaurant uses __________ when she asks a family if "they have any room left for dessert."

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

A straight commission compensation plan is well-suited to sales positions where

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

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers. Once key needs have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the __________ selling format.

There are five dimensions to emotional intelligence: self-motivation, __________, the ability to manage one's emotions and impulses, empathy, and social skills.

A formula selling presentation is a format that

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Partnership selling is sometimes referred to as

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform. Mark had no idea of whether anyone had any jobs for him, so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services. In terms of the personal selling process, Mark was engaged in __________ when he knocked on a prospective customer's door.

Salespeople called outside order takers

There are five dimensions to emotional intelligence: __________, self-awareness, the ability to manage one's emotions and impulses, empathy, and social skills.

Personal selling includes all of the following modes of communication except