A) an order getter.
B) a missionary salesperson.
C) an order taker.
D) a sales engineer.
E) an order processor.
Correct Answer
verified
Multiple Choice
A) body language, statements, and questions.
B) questions, financial negotiation, and counteroffers.
C) negotiations, questions, and requests for assurance.
D) eye contact, body language, and requests for assurance.
E) questions, statements, and financial negotiations.
Correct Answer
verified
Multiple Choice
A) Qualified prospects have heard of and now have an interest in buying advertising in the newspaper.
B) Qualified prospects are part of an industry that buys advertising in the newspaper.
C) Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
D) Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team.
E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.
Correct Answer
verified
Multiple Choice
A) job analysis
B) sales force compensation plan
C) sales plan
D) sales performance audit
E) personal performance plan
Correct Answer
verified
Multiple Choice
A) the postpone technique
B) the agree and neutralize technique
C) the denial technique
D) the accept the objection technique
E) the acknowledge and convert technique
Correct Answer
verified
Multiple Choice
A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E) relies on exhibits at trade shows, professional meetings, and conferences.
Correct Answer
verified
Multiple Choice
A) territorial sales organization
B) customer sales organization
C) product sales organization
D) geographical sales organization
E) multilevel marketing sales organization
Correct Answer
verified
Multiple Choice
A) cold calling format
B) canned sales format
C) formula selling format
D) need-satisfaction format
E) adaptive selling format
Correct Answer
verified
Multiple Choice
A) data mining
B) preapproach
C) approach
D) presentation
E) prospecting
Correct Answer
verified
Multiple Choice
A) sales response compensation plan
B) combination compensation plan
C) straight salary compensation plan
D) straight commission compensation plan
E) market share compensation plan
Correct Answer
verified
Multiple Choice
A) the planning of the selling program and the implementing and evaluating of the personal selling effort of the firm.
B) the process of allocating funds for direct selling.
C) only the recruiting, hiring, and training of a company's sales force.
D) the segmentation and selection of target markets to be addressed by a company's sales force.
E) 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.
Correct Answer
verified
Multiple Choice
A) credentials.
B) training.
C) education.
D) experience.
E) qualifications.
Correct Answer
verified
Multiple Choice
A) product/service sales organization
B) customer sales organization
C) geographic sales organization
D) demographic sales organization
E) NAICS sales organization
Correct Answer
verified
Multiple Choice
A) need-satisfaction presentation
B) stimulus-response presentation
C) cold canvassing
D) canned sales presentation
E) directed selling presentation
Correct Answer
verified
Multiple Choice
A) assumptive close
B) final close
C) urgency close
D) follow-up
E) postpurchase evaluation
Correct Answer
verified
Multiple Choice
A) asking the prospect to make a decision on some aspect of the purchase.
B) allowing the prospect to use or lease the item on a limited, temporary basis before making a final commitment of purchase.
C) committing the prospect quickly by making references to the time limits of the purchase.
D) making an exchange of money or other unit of value.
E) asking the prospect to make choices concerning delivery, warranty, or financing terms.
Correct Answer
verified
Essay
Correct Answer
verified
View Answer
Essay
Correct Answer
verified
View Answer
Multiple Choice
A) formula selling presentation.
B) stimulus-response presentation.
C) needs-satisfaction presentation.
D) hard sell presentation.
E) formalized sales presentation.
Correct Answer
verified
Multiple Choice
A) the new-product process.
B) the strategic marketing process.
C) the personal selling process.
D) the consumer purchase decision process.
E) relational selling.
Correct Answer
verified
Showing 21 - 40 of 304
Related Exams