Exam 20: Personal Selling and Sales Management

Today,__________ of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and,of course,create and sustain value for their customers.

Margot called the toll-free number to order one dozen water lilies from the Van Ness Water Gardens website,the firm was using __________.

memorized,standardized message conveyed to every prospect is referred to as a __________.

Figure 20-6B -Consider Figure 20-6B above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."Salesforce Organization B" represents which type of salesforce organization structure?

Xerox uses a __________ compensation plan to compensate its salesforce.

statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a __________.

Salespeople called __________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

sales process at Xerox typically follows the six stages of the personal selling process.During the first stage,Xerox identifies potential clients through __________.

closing stage in the selling process involves obtaining a purchase commitment from the prospect.This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy.Telltale signals indicating a readiness to buy include __________.

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers.It sells to 10,000 flower and gift shops and 5,000 supermarkets nationwide.Each florist is called on four times a month and each supermarket is called on twice a month.Assume a 52-week calendar year and that each salesperson takes a four-week vacation.A sales call to a florist takes one hour of selling time,and a sales call to a supermarket takes two hours of selling time.An average salesperson spends 1,000 hours per year making sales calls.Calculate the number of salespeople Diamond Line needs to cover its account base.The number of salespeople it needs is __________.

Salespeople called outside order takers visit customers and __________ of resellers.

the __________ stage of the personal selling process,the first impression is especially critical.

the end of her sales presentation,the salesperson asks,"Will you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just executed a(n)__________ close.

three types of personal selling are order taking,order getting,and __________.

Emotional intelligence refers to __________.

personal selling process encompasses __________ distinct selling stages.

Missionary salespeople are __________.

sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests __________.

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance __________.

___________ format,which emphasizes problem solving and customer solutions,is the most consistent with the marketing concept and relationship building.