Exam 20: Personal Selling and Sales Management

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

During the preapproach stage,a salesperson usually conducts additional research about prospects and

One of the disadvantages associated with personal selling is

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

One of the advantages of personal selling over other types of marketing communication is that

If you had a small business and needed a sales force but did not wish to hire anyone,you could use the services of an independent agent.

Arden,a sales manager for a Best Buy electronics store,is putting together a training seminar for his sales force.He wants to use the five dimensions of service quality to emphasize the importance of follow-up in the selling process.Provide an example of each of the five service quality dimensions that Arden could use in training his Best Buy sales staff.

Which of the following best describes a company sales force?

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the _______________ step of the selling process.

It is the company's responsibility,not the salesperson's,to ensure that all dealings with the customer are ethical and legal.

Imagine that you are a sales manager at IBM.What sales training techniques will you use to train your sales force? Explain the benefits of each of the options presented in the text.

Sales representatives add value for customers by doing all of the following except

Yara has identified an attractive potential customer for her biodiesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will

Boris tells a colleague about a major prospect he plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation.Boris and his colleague are engaged in

What is the advantage to the firm of paying salespeople based on straight commission?

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

All of the following are steps in the B2C personal selling process except

Whereas objective measures seek to assess salespeople's behavior,subjective measures are quantitative.

When Pat was talking with his customer about the new accounting system,his customer mentioned that she thought the new system was not going to fit into their budget.Pat explained that once her people were trained on it,it would require less time to process orders,and therefore save her money in payroll.Which part of the sales presentation is demonstrated in this example?