Exam 33: Personal Selling and Sales Management

Walmart captures point-of-sale transactions from thousands of stores in several countries and continuously transmits these data to its massive data warehouse.Walmart allows more than 3,500 suppliers to access data on their products and perform data analyses.These suppliers use the data to identify customer buying patterns at the store level.They use this information to manage local store inventory and identify new merchandising opportunities.Both Walmart and its suppliers are engaged in:

_____ is the process by which learned information from customers is centralized and shared in order to enhance the relationship between customers and the organization.

As part of the needs assessment,the consultative salesperson must learn everything there is to know about:

When Burpee Gardening company collects relevant information from customers,such as date of last communication with the customer and how often the customer contacts the company,this is an example of:

Which of the following statements about a CRM system is true?

The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.

_____ structures for sales force are gaining popularity in today's competitive selling environment for companies that emphasize relationship selling.

_____,buying,selling,marketing,collaborating with partners,and servicing customers electronically using the Internet,has had a significant impact on personal selling.

A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them.

Christy recently began selling Arbonne skin-care products on a part-time basis.She began by telling all her friends and relatives about the product.Then she called old friends from her college days and reached out to the friends of her friends.This technique for generating leads is called:

When did marketers move away from making one-time sales and toward relationship selling?

What should the consultative salesperson do when the prospect says,"Are you telling me that your packaging will protect my fragile products better than your competitor's packaging can?"

Sometimes the compensation plan alone is not enough to motivate a sales team to produce the volume of sales or the profit margin required by management.Which of the following can be used to further motivate a sales team?

Knowing the industry requires active research by the salesperson.Which of the following is not a way to learn about the industry when conducting a needs assessment?

During the preapproach,the salesperson would:

When compared to other forms of promotion,personal selling:

College Entertainers Most colleges and universities have a campus activity board that brings entertainers and special events to campuses. To locate and hire these entertainers, many campuses send their student activity board members to one of the seven regional conventions or the National Association of Campus Activities (NACA) convention. More than 100 entertainers, talent agencies, and companies that provide promotional services exhibit their products at these conventions in an area similar to a trade show. (Conference attendees call this the Marketplace.) Approximately 20 entertainers are selected to present a short program (called a showcase) in which they demonstrate what they would do if hired to perform on campus. Many other entertainers have videos and CDs, which they hand out to student attendees. Only one or two members of any student group can actually set up a contractual agreement with an entertainer or his or her agency. Other student attendees provide input as to which entertainers best match the demographics of their institutions. -Refer to College Entertainers.Every time a talent agency or entertainer exchanges information with an activity board representative at the NACA convention-for example,through a showcase-he or she can claim a successful _____ with that representative.

The first step in the selling process is approaching the customer and probing needs.

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

For which of the following products would its producer be more likely to choose personal selling rather than advertising or sales promotion to market it?