Exam 20: Personal Selling and Sales Management

salesperson at Toshiba America Medical Systems uses a laptop computer with built-in DVD capabilities to provide interactive presentations for their computerized tomography (CT)and magnetic resonance imaging (MRI)scanners.With it,the customer sees elaborate three-dimensional animations,high-resolution scans,and video clips of the company's products in operation as well as narrated testimonials from satisfied customers.Such technological capabilities have made it effective both for sales presentations and for training salespeople.This is an example of the use of ___________.

straight commission compensation plan is well-suited to sales positions in which __________.

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

percentage of a sales representative's time is spent selling?

search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

____________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Formulating the sales plan involves three tasks: (1)__________; (2)organizing the salesforce; and (3)developing account management policies.

__________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

final stage in the personal selling process is referred to as __________.

practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

use of teams of sales,service,and technical personnel who work with purchasing,manufacturing,engineering,logistics,and financial executives in customer organizations is referred to as __________.

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

Jason called the toll-free number to order two children's books from the Chinaberry catalog,the firm was using __________.

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________,versus $350 for a single field sales call.

Which of the following statements describes a major drawback associated with a canned sales presentation?

selling format that consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is referred to as a__________.

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

most basic of the three sales management functions is __________.