marketing chapter 14
transactional selling
An approach that focuses on making an immediate sale with little concern for developing a long-term relationship with the customer
lobbying
means talking with and providing information to government officials to persuade them to vote a certain way on pending legislation.
personal selling
occurs when a company representative interacts directly with a customer or prospective customer to communicate about a good or service.
direct mail
A brochure or pamphlet that offers a specific good or service at one point in time
technial specialist
Contributing considerable expertise in the form of product demonstrations, recommendations for complex equipment, and setup of machinery is the role of the __________.
what are input measures
Efforts that go into selling, such as the number and type of sales calls, expense account management, and a variety of nonselling activities
transactional selling
Hard-sell tactics often occur with __________, an approach that focuses on making an immediate sale with little concern for developing a long-term relationship with the customer.
closing
In which of the following does a salesperson review the points of agreement with the customer?
why is the purpose of a location based social network
Integrates sophisticated GPS technology that enables users to alert friends of their exact whereabouts via their mobile phones.
what is social media
Internet-based platforms that allow users to create their own content and share it with others who access these sites
corporate identity
Materials such as logos, brochures, building design, and stationery that communicate an image of the organization are _
first
Prospect and qualify is the __________ step in the creative selling process.
order taker
The __________ is a salesperson whose primary function is to facilitate transactions that the customer initiates.
the closing step of the selling process
The salesperson reviews the points of agreement with the customer.
approach
The step in which a salesperson meets the customer for the first time is the __________ step of the creative selling process.
guerilla marketing
The step in which a salesperson meets the customer for the first time is the __________ step of the creative selling process.
direct mail
What type of direct marketing is a brochure or pamphlet that offers a specific good or service at one point in time?
publicity
Which of the following describes the efforts that go into selling, such as the number and type of sales calls, expense account management, and a variety of nonselling activities?
direct response advertising
Which of the following is a marketing approach that allows the consumer to respond to a message by immediately contacting the provider to ask questions or order the product?
direct response advertising
a marketing approach that allows the consumer to respond to a message by immediately contacting the provider to ask questions or order the product
The communication function that seeks to build good relationships with an organization's consumers, stockholders, legislators, and other stakeholders in the organization is known as
public relations
in the prospecting and qualifying steps
qualifies a customer on the basis of financial ability, volume of business, special needs, location, and growth possibilities
follow up
the last step in the selling process
the order getter
the salesperson who works to develop long-term relationships with particular customers or to generate new sales
prospect and qualifying
which of the following steps of the selling process does a salesperson qualify a customer on the basis of financial ability, volume of business, special needs, location, and growth possibilities?
the order taker is a salesperson that
whose primary function is to facilitate transactions that the customer initiates
