Marketing Chapter 19 - Personal Selling and Sales
Management Questions With Complete Solutions
_____ is a method of prospecting where salespeople telephone
or go to see potential customers without appointments. Correct
Answers Cold calling
_____ is the two-way flow of communication between a buyer
or buyers and a seller that is designed to influence the buyer's
purchase decision. Correct Answers Personal selling
_______ result in payments made at management's discretion
when a salesperson attains certain goals. Correct Answers
Bonuses
__________ is a method of prospecting in which salespeople
either telephone or go to see potential customers without
appointments. Correct Answers cold calling
__________ is a sales philosophy and process that emphasizes a
commitment to maintaining the relationship over the long term
and investing in opportunities that are mutually beneficial to all
parties. Correct Answers Relationship selling
A desirable personal trait of good salespeople is _____, where
they care about their customers, their issues, and their problems.
Correct Answers empathy
A(n) _______ is a salesperson whose primary responsibility is to
process routine orders or reorders or rebuys for products.
Correct Answers order taker
, According to your text, which of the following is a reason why
many people enjoy personal selling as a career? Correct
Answers It features variety and flexibility
After the salesperson has learned about the customer during the
qualification stage, in the _____ step additional research is
conducted and plans are made for meeting with the customer.
Correct Answers preapproach
Although reservations can arise during each stage of the selling
process, they are very likely to occur during the _______.
Correct Answers sales presentation
Although reservations on the part of the buyer can arise during
each stage of the selling process, they are very likely to occur
during the Correct Answers sales presentation
André includes "listening well" among his list of attributes
important to selling, demonstrating the significance of
_________. Correct Answers understanding the customer
Another way André ensures the longevity of his business
relationships is by demonstrating ________. Correct Answers
integrity
By networking, André is able to _______. Correct Answers
generate leads
Management Questions With Complete Solutions
_____ is a method of prospecting where salespeople telephone
or go to see potential customers without appointments. Correct
Answers Cold calling
_____ is the two-way flow of communication between a buyer
or buyers and a seller that is designed to influence the buyer's
purchase decision. Correct Answers Personal selling
_______ result in payments made at management's discretion
when a salesperson attains certain goals. Correct Answers
Bonuses
__________ is a method of prospecting in which salespeople
either telephone or go to see potential customers without
appointments. Correct Answers cold calling
__________ is a sales philosophy and process that emphasizes a
commitment to maintaining the relationship over the long term
and investing in opportunities that are mutually beneficial to all
parties. Correct Answers Relationship selling
A desirable personal trait of good salespeople is _____, where
they care about their customers, their issues, and their problems.
Correct Answers empathy
A(n) _______ is a salesperson whose primary responsibility is to
process routine orders or reorders or rebuys for products.
Correct Answers order taker
, According to your text, which of the following is a reason why
many people enjoy personal selling as a career? Correct
Answers It features variety and flexibility
After the salesperson has learned about the customer during the
qualification stage, in the _____ step additional research is
conducted and plans are made for meeting with the customer.
Correct Answers preapproach
Although reservations can arise during each stage of the selling
process, they are very likely to occur during the _______.
Correct Answers sales presentation
Although reservations on the part of the buyer can arise during
each stage of the selling process, they are very likely to occur
during the Correct Answers sales presentation
André includes "listening well" among his list of attributes
important to selling, demonstrating the significance of
_________. Correct Answers understanding the customer
Another way André ensures the longevity of his business
relationships is by demonstrating ________. Correct Answers
integrity
By networking, André is able to _______. Correct Answers
generate leads
