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
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
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
Knowledge workers are individuals whose working effort is centered on ________.
creating, using, sharing, and applying all types of knowledge
Careers in selling offer many rewards, but the primary rewards include ________.
financial rewards, recognition, security, and opportunities for advancement
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
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
We use computers less for data crunching and more for ________.
Connecting ?
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
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
