Exam 20: Personal Selling and Sales Management

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

Three major presentation formats exist: (1)stimulus-response format; (2)__________; and (3)need-satisfaction format.

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

FloNetwork,Inc.is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT)department to discuss recent technological developments with the product.In this situation,FloNetwork uses __________.

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

is estimated that the average cost of a single field sales call on a business customer is about __________,factoring in salespeople compensation,benefits,and travel-and-entertainment expenses.

__________ is the simplest sales organizational structure,in which the United States,or indeed the globe,is first divided into regions and then each region is divided into districts or territories.

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________ selling.

__________ is a common formula-based approach for determining the size of a salesforce.

Explain the difference between a lead,a prospect,and a qualified prospect.

________ presentation is a selling format that emphasizes probing and listening by the salesperson to identify the needs and interests of prospective buyers.

use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)__________.

Frito-Lay Photo -Inside order takers are also referred to as __________.

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1)are the critical link between a firm and its customers; (2)are the company in consumers' eyes; and (3)__________.

Identify the three major tasks involved in implementing a sales plan.

a __________ organizational structure,a different salesforce calls on each separate type of buyer or market channel.

order taker refers to a __________.

__________ selling,problem solutions are not simply a matter of choosing from an array of existing products or services.Rather,novel solutions often arise,thereby creating unique value for the customer.

primary responsibility of order takers is to __________.