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Exam 17: Personal Selling and Sales Management

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Question 121

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Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

A) relationship marketing.
B) team selling.
C) personal selling.
D) sales engineering.
E) sales management.

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Question 122

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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,and several pairs of socks.Interestingly,the only salesperson Krause encountered was the person at the checkout counter.The checkout person at Target is would best be described as

A) an inside order getter.
B) an outside order getter.
C) a sales associate.
D) an inside order taker.
E) an outside order taker.

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Question 123

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A representative from AT&T called Dr.Michaels after he switched to its new U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of __________ call.

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Figure 17-3 -Figure 17-3 depicts the sales management process that involves three interrelated functions.B refers to

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

Russ Berry Co.is a company that makes gifts and collectibles.When its southeastern sales representative is driving through a community on her way to make a sales call,she looks for small independent florists and gift shops.When she finds a retailer she knows is not carrying Russ products,she stops and makes a sales call.The company's sales rep uses __________ to find its prospects.

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Policies that specify who salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

A salesclerk at L.L.Bean uses __________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountain boots.

An order taker is a

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

What are the three types of prospects?

All of the following tactics are used to generate leads except which?

"Everyone lives by selling something" was an observation made by

Sales force automation is typically applied to all of the following except which?

In personal selling,the customer who wants or needs the product is referred to as a

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's sales force,she does not directly solicit orders.Adler is what type of salesperson?

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

A waitress at a TGI Friday's restaurant uses __________ when she asks a party if they would like another round of drinks.