Exam 23: Personal Selling

Conceding to parts of the objection is one way of handling objections and reducing sales resistance.

New-business salespeople must call on new accounts continuously.

List and briefly describe each step or phase in personal selling.

Personal selling is one-way communication,as are the other promotional tools.

In which form of selling does the customer come to the salesperson rather than the salesperson to the customer?

All of the following are selling activities except _____.

The typical activity envisioned when thinking of personal selling is entertaining prospective clients.

Discuss the advantages of pursuing a career in sales.

Which of following qualities is the least valued in a salesperson?

Purchasing managers appreciate reliability in a salesperson above all else.

Sales representatives for pharmaceutical manufacturers are sometimes called _____ because they explain the advantages of the manufacturer's brands compared to the competitive offerings to physicians.

Pharmaceutical sales representatives are sometimes called detail reps because they explain product details to physicians.

The distinguishing characteristic of retail sales is that the customer comes to the salesperson.

Salespeople prospect for clients using both internal company sources and external list sources.

New-business selling is characterized by which of the following terms?

While aptitude is a manner of native ability,_____ refers to an individual's learned proficiency at performing necessary selling tasks.

Technical salespeople are sometimes called "sales engineers."

Companies are increasingly using salesforce.com as a substitute for human salespeople.

Jacki presents the prospect with two product versions and asks which one the prospect prefers.Jacki is in the _____ phase of personal selling.

A seller-oriented selling orientation is focused on the long-term relationship with customers.