Exam 20: Personal Selling and Sales Management

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Which of the following statements describes the major difference between a prospect and a qualified prospect?

A disadvantage of a customer sales organization is

All of the following are aspects of a job description for a salesperson EXCEPT:

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

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Which salesforce structure is the simplest form of organization?

Lindsey Smith's selling success is due in large part to her

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

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

Which is the simplest form of salesforce organizational structure?

The personal selling process refers to

Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Which of the following statements regarding the preapproach stage with respect to international selling is MOST ACCURATE?

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)__________;and (3)may play a dominant role in a firm's marketing program.

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines.TransWave sends an environmental expert,a safety engineer,a legal representative to explain new regulations enacted by the U.S.Office of Pipeline Safety,and an experienced pipeline expert when it meets with a prospect.This is an example of how TransWave uses __________.

There are __________ genetic marker(s)that is correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

There are five dimensions to emotional intelligence: self-motivation;self-awareness;__________: empathy;and social skills.

Mark 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 prospective customer's door.

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