Exam 20: Personal Selling and Sales Management

selling styles associated with the need-satisfaction presentation format are __________.

Xerox sales force is divided into four geographic organizations: North America,Europe,Global Accounts,and Developing Markets.Within each geographic area,the majority of Xerox products and services are typically sold through its __________.

Which of the following does Lindsey Smith list as one of the ingredients necessary for a successful sales career?

of the following are output-related sales objectives EXCEPT _____.

Which of the following statements about salesforce training is most accurate?

Ames sells Mercedes Benz automobiles.While making his sales presentation to a newly qualified prospect,the prospect said,"Doug,I would really like to buy the car,but you know,the price of the automobile is just too high." In order to answer the prospect's objection,Ames responded,"Sir,you are correct.The price of the Mercedes Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car,the high resale value of the car,the dependability,and the prestige associated with the Mercedes Benz.What technique did Ames use to handle the prospect's objection?

the __________ stage in the personal selling process,a salesperson gains a prospect's attention,stimulates interest,and builds the foundation for the sales presentation itself.

PRIMARY way in which relationship selling creates customer value is by __________.

__________ explains: (1)to whom a salesperson reports; (2)how a salesperson interacts with other company personnel; (3)the customers to be called on; (4)the specific activities to be carried out; (5)the physical and mental demands of the job; and (6)the types of products and services to be sold.

three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection; salesforce training; and __________.

Selling objectives can be __________ and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be __________ and emphasize the number of sales calls and selling expenses.

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.When its salesperson told the prospect,"For this week only,we will pay the all the shipping costs for new customers," the salesperson was using a(n)__________ close.

Which of the following statements regarding order getters is most accurate?

Personal Selling Process Photo A -objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines.TransWave sends an environmental expert,a safety engineer,a legal representative to explain new regulations enacted by the U.S.Office of Pipeline Safety,and an experienced pipeline expert when it meets with a prospect.This is an example of how TransWave uses __________.

preapproach stage of the personal selling process is especially important in __________.

Selling often serves as a stepping-stone to top management.In fact,approximately __________ of the chief executive officers (CEOs)in the largest U.S.corporations have significant sales and marketing experience in their work history.

Explain the difference between relationship selling and partnership selling.

Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Ms.(customer name).My name is (your name here).I'm calling on behalf of Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise instructed Tracy to use __________.

geographical sales organization would NOT be the best structure if _____.