Exam 20: Personal Selling and Sales Management

Tara made sure that her customers felt comfortable contacting her when they needed something,and she focused on the long term in her dealings with them.Tara is a ________-oriented salesperson.

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will immediately try to create interest in his company's product and establish

What kinds of ethical problems can be created by corporate sales policies?

Justin is a sales manager at Hewlett Packard.He is responsible for evaluating the sales,profits,orders,and sales ratios of each of the sales representatives in this territory.Justin is evaluating _________ measures.

Taylor loves the lifestyle associated with being a salesperson,allowing her to take a day off during the week and making it up on the weekend.She most likely values the __________ associated with creating her own schedule.

Geraldine is in NEC's sales training program.She will probably be taught that all a salesperson needs to do is ask questions.

Under a commission system,salespeople have only one objective-make the sale.

Von told the sales rep he wasn't buying his product because it cost too much.In terms of the personal selling process this is called a(n)

The sales process always proceeds through each of the five steps.

To maintain trustworthy customer relationships,companies must take care that they respect customer privacy and respect the ________-that is,the amount of information a customer feels comfortable providing.

Describe the objective and subjective measures that can be used to evaluate a salesperson's performance.When should each be used?

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and

Bhakti was recently promoted to a sales management position.She had been an effective representative,but her strengths and educational background were in management.She was about to begin her first salesperson recruitment campaign.The most important thing Bhakti can do to ensure that she recruits the right people is to

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess

What is relationship selling?

For salespeople who practice __________,an unsuccessful close one day may lay the groundwork for a successful close during the next meeting.

When Motorola first entered the Mexican marketplace,the company wanted direct control of salespeople in major urban markets but was not as concerned about control in less populated areas of the country.Motorola probably used _____________ in major urban areas and ______________ in less populated areas of Mexico.

Monica works as a salesperson in a retail clothing store.Of the five stages in the selling process,Monica is least likely to engage in

What basic rule should be used in creating sales evaluation criteria?

Before approaching a potentially major B2B customer,a salesperson will usually