Exam 20: Personal Selling and Sales Management

Explain the difference between personal selling and sales management.

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

White Chemical Company is examining its selling strategy and one of the issues that needs attention is the role its sales staff has in undertaking sales support (non-selling)activities; yet it wants to keep the salespeople directed towards increasing sales for the next year.If you did not know which plan the firm presently uses,what advice would you give?

need-satisfaction presentation refers to a presentation format that __________.

Whitaker works for American Greetings.Included in his job description are the following responsibilities: (1)stock and arrange point-of-purchase displays of present customers-60 percent of his work week,and (2)receive orders from customers and complete the transactions-40 percent of his work week.Whitaker is primarily engaged in which type of selling?

Sales management refers to __________.

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and __________.

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

During the sales presentation,the prospect interrupted the salesperson's presentation and said,"Wait a minute.This looks like it's going to cost too much." The salesperson responded,"I think you'll be delighted with how relatively inexpensive this program is.I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Applied to recruiting and selecting salespeople,a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

office memo read,"Sales representatives from Kansas,Nebraska,Iowa,and Missouri will report directly to the regional manager." From this information,it would appear the company that issued the memo uses a ___________ sales organization for its salesforce.

stimulus-response presentation refers to a format that __________.

wanted to make some extra money,so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform.Mark had no idea of whether anyone had any jobs for him,so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services.In terms of the personal selling process,Mark was engaged in __________ when he knocked on a door.

aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a __________.

need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as __________ selling.

the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as a __________.

Frito-Lay Photo -Frito-Lay salesperson shown in the photo above is an __________ who is taking inventory of available products at a supermarket.

tasks involved in managing personal selling include all of the following EXCEPT __________.

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.