BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: The term salesperson covers a wide range of positions
Answer:
Order taker (department store clerk)
Order getter (creative selling in different environments)
Q: For many firms, particularly those in business-to-business contexts,
_________________ is the
Answer:
most important element of the marketing communication mix personal selling
Q: Personal selling
Answer:
a paid, personal form of promotion, involves two-way personal
communication between salespeople and individual customers
,BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: Salespeople...
Answer:
- Probe customers to learn about problems
Adjust marketing offers to fit special needs
Occasionally negotiate terms of sales
Build long-term relationships (KNOW this one)
Q: Example of Moon's personal selling at IBM
Answer:
He would listen to customers and said "Let me
close the door and tell you that I think HP can solve this problem better." this
BUILDS TRUST
because he was ultimately looking out for their best interest and building that
relationship on
trust
,BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: The role of the sales force
Answer:
- Serve as a critical link between a company and its customers
Represent the company to the customer
Represent customers to the company
Q: GOAL of the sales force
Answer:
= Customer satisfaction and Company profit
Q: Territorial sales force structure
Answer:
Salesperson assigned to exclusive area and sells full line of
products
, BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: Product sales force structure
Answer:
Sales force sells only certain product lines
For very complex products but not as efficient
Q: Customer sales force structure
Answer:
Sales force organizes along customer or industry lines
Only sell to certain types of customers but you learn more about the types of
customers
Q: Complex sales force structure
Answer:
Combination of several types of structures
Latest 2026 Update
Q: The term salesperson covers a wide range of positions
Answer:
Order taker (department store clerk)
Order getter (creative selling in different environments)
Q: For many firms, particularly those in business-to-business contexts,
_________________ is the
Answer:
most important element of the marketing communication mix personal selling
Q: Personal selling
Answer:
a paid, personal form of promotion, involves two-way personal
communication between salespeople and individual customers
,BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: Salespeople...
Answer:
- Probe customers to learn about problems
Adjust marketing offers to fit special needs
Occasionally negotiate terms of sales
Build long-term relationships (KNOW this one)
Q: Example of Moon's personal selling at IBM
Answer:
He would listen to customers and said "Let me
close the door and tell you that I think HP can solve this problem better." this
BUILDS TRUST
because he was ultimately looking out for their best interest and building that
relationship on
trust
,BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: The role of the sales force
Answer:
- Serve as a critical link between a company and its customers
Represent the company to the customer
Represent customers to the company
Q: GOAL of the sales force
Answer:
= Customer satisfaction and Company profit
Q: Territorial sales force structure
Answer:
Salesperson assigned to exclusive area and sells full line of
products
, BUAD 332 Exam 3 Questions and Answers with Verified Solutions |
Latest 2026 Update
Q: Product sales force structure
Answer:
Sales force sells only certain product lines
For very complex products but not as efficient
Q: Customer sales force structure
Answer:
Sales force organizes along customer or industry lines
Only sell to certain types of customers but you learn more about the types of
customers
Q: Complex sales force structure
Answer:
Combination of several types of structures
