MGT 103: Chapter 19+20 UPDATED
ACTUAL Questions and CORRECT
Answers
Personal selling (B2B) - CORRECT ANSWER - A direct interaction between a company
representative and a customer, two-way flow of information
Advantages of personal selling: - CORRECT ANSWER - Immediate feedback, quite
persuasive
Disadvantages of personal selling: - CORRECT ANSWER - Expensive per exposure,
messages may differ
Much takes please in B2B arena between: - CORRECT ANSWER - Representatives of
manufacturers and either wholesalers, retailers, or end users
Personal Selling (B2C) - CORRECT ANSWER - People in sales (vacuums, solar panels,
northwestern mutual investments, etc.)
-cosmetologists
-dentists
-physisicians
Two general approaches to personal selling: - CORRECT ANSWER - Transactional
selling and relationship selling
Transactional selling: - CORRECT ANSWER - A form of personal selling that focuses on
making an immediate sale with little or no concern for developing long-term customer
relationship
, Relationship selling: - CORRECT ANSWER - Process of building long-term customers by
developing mutually satisfying, win-win relationships with customers, building trust and
commitment to customer's needs over time
Inside sales: - CORRECT ANSWER - From a desk, personalized
Outside sales: - CORRECT ANSWER - Reps visiting locations, personalized, selling
products into retail stores, setting up displays
Order taker: - CORRECT ANSWER - Sales person who collects orders, but does not
attempt to find new customers or persuade existing customers to increase the size or frequency of
their orders
Order getter: - CORRECT ANSWER - Sales person who increases the firm's sale revenue
but acquiring orders from new customers and more orders from existing customers
Scope and significance of personal selling creating customer value: - CORRECT
ANSWER - -identify creative solutions to customer problems
-ease the customer buying process
-make the after-the-sale follow-up
Stages and objectives of the Personal Selling Process: - CORRECT ANSWER -
1.Prospecting
2.Preapproach
3.Approach
4.Presentation
5.Close
6. Follow-up
Prospecting: - CORRECT ANSWER - Search for and qualify prospects
ACTUAL Questions and CORRECT
Answers
Personal selling (B2B) - CORRECT ANSWER - A direct interaction between a company
representative and a customer, two-way flow of information
Advantages of personal selling: - CORRECT ANSWER - Immediate feedback, quite
persuasive
Disadvantages of personal selling: - CORRECT ANSWER - Expensive per exposure,
messages may differ
Much takes please in B2B arena between: - CORRECT ANSWER - Representatives of
manufacturers and either wholesalers, retailers, or end users
Personal Selling (B2C) - CORRECT ANSWER - People in sales (vacuums, solar panels,
northwestern mutual investments, etc.)
-cosmetologists
-dentists
-physisicians
Two general approaches to personal selling: - CORRECT ANSWER - Transactional
selling and relationship selling
Transactional selling: - CORRECT ANSWER - A form of personal selling that focuses on
making an immediate sale with little or no concern for developing long-term customer
relationship
, Relationship selling: - CORRECT ANSWER - Process of building long-term customers by
developing mutually satisfying, win-win relationships with customers, building trust and
commitment to customer's needs over time
Inside sales: - CORRECT ANSWER - From a desk, personalized
Outside sales: - CORRECT ANSWER - Reps visiting locations, personalized, selling
products into retail stores, setting up displays
Order taker: - CORRECT ANSWER - Sales person who collects orders, but does not
attempt to find new customers or persuade existing customers to increase the size or frequency of
their orders
Order getter: - CORRECT ANSWER - Sales person who increases the firm's sale revenue
but acquiring orders from new customers and more orders from existing customers
Scope and significance of personal selling creating customer value: - CORRECT
ANSWER - -identify creative solutions to customer problems
-ease the customer buying process
-make the after-the-sale follow-up
Stages and objectives of the Personal Selling Process: - CORRECT ANSWER -
1.Prospecting
2.Preapproach
3.Approach
4.Presentation
5.Close
6. Follow-up
Prospecting: - CORRECT ANSWER - Search for and qualify prospects
