Marketing Final Chapter 20 OU
QUESTIONS N ANSWERS RATED A+
2025/2026
personal selling - correct answer ✔✔___________________ involves the two-way flow of
communication between a buyer and seller, often in a face- to -face encounter, designed to
influence a person's or group's purchase decision
-over the phone
-video teleconferencing
-internet-enabled links - correct answer ✔✔Personal selling also takes place
___________________ and through ___________________ and __________________
between buyers and sellers
sales management - correct answer ✔✔_________________ involves planning the selling
program and implementing and evaluating the personal selling effort of the firm
-first salespeople are the critical link between the firm and its customers
-second salespeople are the company in a consumers eyes
-third personal selling may play a dominant role in a firms marketing program - correct answer
✔✔personal selling serves three major roles in a firms overall marketing efforts
relationship selling - correct answer ✔✔Customer value creation is made possible by
________________________
relationship selling - correct answer ✔✔___________________ is the practice of building ties to
customers based on a salesperson's attention and commitment to customer needs over time
, partnership selling - correct answer ✔✔with _____________________, sometimes called
enterprise selling, buyers and sellers combine their expertise and resources to create
customized solutions; commit to joint planning; and share customer, competitive and company
information for their mutual benefit and, ultimately, the benefit of the customer
cross-functional business specialists - correct answer ✔✔as an approach to sales, partnership
selling relies on _________________________ who apply their knowledge and expertise to
achieve better customer solutions, lower cost, and greater customer value
-order taking
-order getting
-customer sales support activities - correct answer ✔✔Personal selling assumes many forms
based on the amount of selling done and the amount of creativity required to perform the sales
task. Broadly speaking, three types of personal selling exist: _________________,
_________________, and __________________________
order taker - correct answer ✔✔__________________________ processes routine orders or
reorders for products that were already sold by the company
-preserve an ongoing relationship with existing customers
-maintain sales - correct answer ✔✔The primary responsibility of order takers is to
_________________________________ and ______________________
-outside order takers
-inside order takers - correct answer ✔✔there are two types of order takers ___________ and
___________
outside order takers - correct answer ✔✔____________________ visit customers and replenish
inventory stocks of resellers, such as retailers or wholesalers
QUESTIONS N ANSWERS RATED A+
2025/2026
personal selling - correct answer ✔✔___________________ involves the two-way flow of
communication between a buyer and seller, often in a face- to -face encounter, designed to
influence a person's or group's purchase decision
-over the phone
-video teleconferencing
-internet-enabled links - correct answer ✔✔Personal selling also takes place
___________________ and through ___________________ and __________________
between buyers and sellers
sales management - correct answer ✔✔_________________ involves planning the selling
program and implementing and evaluating the personal selling effort of the firm
-first salespeople are the critical link between the firm and its customers
-second salespeople are the company in a consumers eyes
-third personal selling may play a dominant role in a firms marketing program - correct answer
✔✔personal selling serves three major roles in a firms overall marketing efforts
relationship selling - correct answer ✔✔Customer value creation is made possible by
________________________
relationship selling - correct answer ✔✔___________________ is the practice of building ties to
customers based on a salesperson's attention and commitment to customer needs over time
, partnership selling - correct answer ✔✔with _____________________, sometimes called
enterprise selling, buyers and sellers combine their expertise and resources to create
customized solutions; commit to joint planning; and share customer, competitive and company
information for their mutual benefit and, ultimately, the benefit of the customer
cross-functional business specialists - correct answer ✔✔as an approach to sales, partnership
selling relies on _________________________ who apply their knowledge and expertise to
achieve better customer solutions, lower cost, and greater customer value
-order taking
-order getting
-customer sales support activities - correct answer ✔✔Personal selling assumes many forms
based on the amount of selling done and the amount of creativity required to perform the sales
task. Broadly speaking, three types of personal selling exist: _________________,
_________________, and __________________________
order taker - correct answer ✔✔__________________________ processes routine orders or
reorders for products that were already sold by the company
-preserve an ongoing relationship with existing customers
-maintain sales - correct answer ✔✔The primary responsibility of order takers is to
_________________________________ and ______________________
-outside order takers
-inside order takers - correct answer ✔✔there are two types of order takers ___________ and
___________
outside order takers - correct answer ✔✔____________________ visit customers and replenish
inventory stocks of resellers, such as retailers or wholesalers
