Exam 20: Personal Selling and Sales Management

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

Personal Selling Process Photo B -need-satisfaction presentation format that focuses on problem identification,in which the salesperson serves as an expert on problem recognition and resolution,is referred to as __________ selling.

three commonly used compensation plans are __________.

Berry Company sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears?" he has executed which stage of the selling process?

There are six commonly used techniques to deal with objections: __________; agree and neutralize; accept the objection; denial; and ignore the objection.

name of a person who may be a possible customer is referred to as a __________.

Xerox salesforce is divided into four __________ organizations.

Another name for cold calling is _____.

sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n)__________ sales objective.

Perhaps the most well-known component of Xerox's sales management process is its __________.

Which of the following statements should the salesperson use as a denial response to a prospect's objection?

Consultative selling style is very prominent in __________ marketing.

Figure 20-3 -shown in Figure 20-3 above,"B" is the__________ stage in the personal selling process.

trial close refers to __________.

Which of the following is the simplest salesforce organizational structure?

which stage in the personal selling process would the salesperson ask the customer whether he or she is satisfied with the product?

About 60 percent of U.S.companies now include customer satisfaction as a __________ measure of salesperson performance.

Which of the following statements regarding salesforce compensation plans is most accurate?

using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is __________.

There are five dimensions to emotional intelligence: self-motivation; self-awareness; the ability to manage one's emotions and impulses; __________; and social skills.