Exam 20: Personal Selling and Sales Management

There are three key reasons for putting the customer into customer solutions in selling: (1)considerable time and effort is necessary to fully understand a specific customer's requirements; (2)effective customer solutions are based on relationships among sellers and buyers; and (3)__________.

Broadly speaking,there are three types of personal selling: _________,order getting,and customer sales support.

Sales activities occurring before,during,and after the sale itself,consisting of six stages,are referred to as __________.

Which type of sales presentation would be best suited for an inexperienced,less knowledgeable salesperson?

of the following tactics are used to generate leads EXCEPT __________.

a salesperson in the computer store asks,"Will that be charge or cash?",he has executed the _____ stage of the personal selling process.

Which of the following statements should the salesperson use to accept the objection?

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Salesforce automation is the use of _________ to make the sales function more efficient and effective.

practice of using a group of professionals in selling to and servicing major customers refers to __________.

sales quota contains goals,such as sales produced,accounts generated,profit achieved,and/or __________.

respond by saying courteously,"You're absolutely right,and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Formulating the sales plan involves three tasks: (1)setting objectives; (2)organizing the salesforce; and (3)__________.

car salesman was overheard saying the following words to a prospective customer: "What type of driving do you do?" "How many people will you usually have riding in your car?" "Maybe you should look at vans instead of sedans." From this information,you should recognize that the car salesman was using a __________ presentation.

Personal Selling Process Photo A -Consider the Personal Selling Process Photo A shown above.Exchanging business cards in Asia is done according to the customs and norms of the country or region of the buyer.This protocol is considered important during which stage of the personal selling process?

Figure 20-3 -Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "search for and qualify potential customers," what stage of the personal selling process is the salesperson engaged in?

disadvantage of product sales organization is that __________.

disadvantage of a customer sales organization is __________.

waitress at a Cracker Barrel restaurant uses __________ when she asks a family if "they have left any room left for dessert."

According to the textbook,one of the MOST crucial tasks of sales management is __________.