MKTG 430 Chapter 1
The development of a personal selling philosophy involves three prescriptions: ________.
adopting the marketing concept, valuing personal selling, and becoming a problem solver and partner with your customer
Psychic income, which comes from two major psychological factors, helps satisfy our need for ________ to help achieve higher levels of performance.
recognition and security ?
Major advances in information technology and electronic commerce enabled salespeople and marketers to enhance personal selling through ________.
the use of computers, mobile phones, smartphones, websites, and customer relationship management (CRM) tools
We use computers less for data crunching and more for ________.
Connecting ?
Sales personnel involved in ________ earn the highest level of compensation.
Value-added selling
Which of the following statements about women in sales are true?
Women earn about the same as their male counterparts
Courses in personal selling in community colleges and four-year colleges and universities provide students with ________ that help them become more effective.
a repertoire of skills
Restructuring of America from an industrial economy to an information economy began ________.
about 50 years ago when we shifted from heavy industrial activity to an emphasis on information processing
The principles of ________ can be learned and applied by people whose personal characteristics are quite different.
adaptive selling, listening, and customer orientation
Preparation for a career in personal selling begins with ________.
building on the development of a personal philosophy and a set of beliefs that provide guidance
The trend toward increased professionalism in personal selling has been the stimulus for ________, which is a type of training and education initiative.
certification programs
Even though this is the age of information, companies like DuPont, Kraft Foods, and General Electric have adopted a philosophy that focuses on ________.
customer satisfaction, team selling, and relationship selling
Missionary or detail sales people ________.
develop goodwill, provide information, and stimulate demand for a product
With its emphasis on ________, selling has become a master skill for success in the information economy.
effective and adaptive interpersonal interaction
Jobs in selling today _______.
employ more people than accounting, engineering, and law combined
Careers in selling offer many rewards, but the primary rewards include ________.
financial rewards, recognition, security, and opportunities for advancement
Information technology along with ________ create value for both the buyer and seller by improving speed, ability to collaborate, customer engagement, and accountability.
innovative sales practices
Personal selling occurs when a company representative ________.
interacts directly with a customer or a prospect to present information about a product or service
The ability to ________ is critical to success in selling.
manage one's time, set priorities, and execute successfully ?
It is imperative for ________ to understand and acquire the skills of personal selling.
marketing and customer service representatives
Careers in sales include both inside and outside sales personnel. The primary responsibilities of inside salespeople often include ________.
prospecting customers, generating leads, and qualifying leads for outside salespeople
Once an initial sale has been made by an outside salesperson, inside salespeople are often asked to________.
provide ongoing customer support, service, and be alert for new sales opportunities
The three prescriptions for success in personal selling are part of the ________.
Strategic/Consultative Selling Model
The four major sources of sales training are ________.
corporate-sponsored training, training provided by commercial vendors, certification studies, and colleges and universities
Knowledge workers are individuals whose working effort is centered on ________.
creating, using, sharing, and applying all types of knowledge
