Exam 20: Personal Selling and Sales Management

Which of the following statements regarding cold canvassing is most accurate?

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

Although firms may differ in the specifics of how salespeople are managed,the sales management process has many similarities across firms.Briefly describe the three interrelated functions of the sales management process.

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

The personal selling process encompasses __________ distinct selling stages.

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

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

An advantage of a geographical sales organization is that it

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

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

On a recent shopping excursion at a local Target store,Jim Krause went from aisle to aisle selecting the products he needed.He bought a variety of products,including shampoo,toothpaste,a green plant for his office,and several pairs of socks.Interestingly,the only salesperson Krause encountered was the person at the checkout counter.The checkout person at Target is an example of a(n)__________.

Personal selling include all of the following modes of communication EXCEPT:

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

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

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale).

Which of the following statements should a salesperson use to agree with and neutralize an objection?

At the __________ stage in the personal selling process,a salesperson gains a prospect's attention,stimulates interest,and builds the foundation for the sales presentation itself.

Today,__________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and,of course,create and sustain value for their customers.

Harry goes to the local Staples store to purchase a laptop computer.He asks many questions to the salesclerk,compares various models on display,and decides on the Sony Vaio.The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer.This is an example of

What assumption does the stimulus-response presentation format make?