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.

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.

Customer density and distribution are important factors in:

creating sales territories.

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.

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.

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.

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.