Exam 20: Personal Selling and Sales Management

job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a __________.

Industry research shows that outside order getters,or field service representatives,spend 41 percent of their time selling,and another __________ is devoted to administrative tasks,meetings,service calls,travel,and training.

a __________ compensation plan,a salesperson is paid a fixed fee per week,month,or year.

specific knowledge is required to sell certain types of products,then a __________ sales organizational structure is used.

Marilyn called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing.This telephone number is an example of __________.

Xerox there is a passion for winning that provides a key incentive for sales reps.Xerox has a recognition program called the __________ in which the top performers are awarded a five-day trip to one of the top resorts in the world.

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Suggestive selling is a form of the __________ presentation.

two basic forms of team selling are __________.

Explain the role of missionary salespeople and sales engineers in the selling process.

Research indicates that there are four key factors involved with salesforce motivation: (1)a clear job description; (2)__________; (3)a personal need for achievement; and (4)proper compensation,incentives,or rewards.

Personal Selling Process Photo A -the __________ stage in the personal selling process,a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

advantage of the straight salary compensation plan is that __________.

many societies outside the United States,during the __________ stage of the personal selling process,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.

an individual wants the product,can afford to buy it,and is the decision maker,this individual is referred to as a(n)__________.

Berry Company is a company that makes gifts and collectibles.When its southeastern sales representative is driving through a community on her way to make a sales call,she looks for small independent florists and gift shops.When she finds a retailer whom she knows is not carrying Russ products,she stops and makes a sales call.The company's sales rep is using _________ to find prospects.

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

Facsimile,e-mail,and voice mail are common __________ technologies salespeople use today.

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 "gain a prospect's attention,stimulate interest,and make transition to the presentation," what stage of the personal selling process is the salesperson engaged in?

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