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Exam 17: Personal Selling and Sales Management

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Question 31

Multiple Choice

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Suggestive selling is a form of __________.

A) formula selling presentation
B) stimulus-response presentation
C) needs-satisfaction presentation
D) hard sell presentation
E) formalized sales presentation

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Question 32

Multiple Choice

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Sales people called __________, typically answer simple questions, take orders, and complete transactions with customers.

A) managers
B) directors
C) outside order takers
D) inside order takers
E) go-getters

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Question 33

Multiple Choice

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Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in

About 60 percent of U.S.companies now include __________ as a behavioral measure of salesperson performance.

An assumptive close refers to

Explain what occurs during the closing stage of the selling process and list the three types of close.

A need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution, is referred to as

Facsimile, electronic mail, and voice mail are common __________ technologies used by salespeople today.

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up are referred to as

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, __________, and salesforce motivation and compensation.

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, salesforce training, and __________.

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) .

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

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

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

FIGURE 17-3 -Figure 17-3 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 "begin converting a prospect into a customer by creating a desire for the product or service," what is the name of this stage of the personnel selling process?

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking people 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, and he picked the doors he knocked on randomly.In terms of the selling process, Mark was engaged in __________ when he knocked on a door.

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