MGMT 322 Quiz 11

At the _____ stage of the personal selling process, a salesperson asks the prospect to buy the product.

At the _____ stage of the personal selling process, a salesperson asks the prospect to buy the product.

The final stage of the selling process is:

Follow-Up

Which of the following involves building mutually beneficial long-term associations with a customer⎯usually a business customer⎯through regular communications over prolonged periods of time?

Relationship selling

Kayla is the owner of a group of women's clothing stores located throughout Midwestern United States. Recently, she made a large purchase from a leading clothing manufacturer, and was given _____, which is a gift to a retailer who purchases a specified quantity of merchandise.

a dealer loader

Hannah is a retail salesperson for a furniture store. She is most likely classified as:

an inside order taker.

Effective motivation of a sales force is best achieved through:

an organized set of activities performed continuously.

At the _____ stage of the personal selling process, a salesperson asks the prospect to buy the product.

closing

Customer density and distribution are important factors in:

creating sales territories.

Although a cosmetics brand would like to use _____ as a consumer sales promotion method, this method has extremely high labor costs that are more affordable for higher-end make-up companies.

demonstrations

A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to:

determine sales force size.

In recent years, the proportion of promotional dollars spent on sales promotion has:

increased relative to advertising.

Michelle works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see infomercials on TV and call to order the product. Michelle is considered a(n):

inside order taker.

A salesperson will be better able to determine the prospect's specific needs by

listening carefully to questions and comments and watching reactions during the sales presentation.

The best advice for recruiting and selecting salespeople for one's organization would be to:

make recruitment a continuous activity aimed at seeking out the best applicants.

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to:

minimize nonselling time.

Assisting the producer's customers in selling to their own customers is the major purpose of a(n) _____.

missionary salesperson

Daphne King of Cleborn Pharmaceuticals tells a sales management class at the state university that her job is to call on doctors and explain the benefits of new prescription drugs that her firm develops. Daphne would call herself a(n):

missionary salesperson.

Sydney won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at:

motivating salespeople.

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for:

prospecting.

Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called:

prospecting.

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the _____ step.

sales presentation

On a break between classes, Kelley enters her contact information on the Publishers Clearing House site. She doubts that she will win $10 million, but she never passes up a chance to participate in a

sweepstakes.

The step of the personal selling process in which a salesperson contacts a potential customer is called

the approach.

Sales force objectives are generally established for:

the total sales force and each salesperson.

Jana works for Hormel Foods and she frequently sets up special displays and distributes samples of Hormel products to customers in supermarkets. Jana would best be classified as a(n):

trade salesperson.