Exam 9: Personal Selling, Relationship Building, and Sales Management

_____ can be the largest marketing expense component in the final price of the product.

Which of the following would often need significant amounts of personal selling?

Monetary compensation provided for each unit of sales and expressed as a percentage of sales is known as a

When the product is extremely high priced and is being sold to the whole organization, _____ are often used.

Which of the following observations concerning salespeople is incorrect?

A commonly used sales forecasting method that involves analyzing past sales data and the impact of factors that influence sales is known as

A sales forecast can be used for all of the following except to

The traditional approach to selling views the initial sale of a product or service as

A _____ structure is useful when the sales force must have special technical knowledge about products in order to sell effectively.

During the production era of the evolution of personal selling, the role of the salesperson was as a

A sales person using canvassing as a source of lead generation would

A company has a technically complex product which is extremely high priced and is being sold to the whole organization. Specialized knowledge is also required by units of the buying organization. The organization is most likely to use _____ in this situation.

Which of the following is not used in selected-lead searching?

Personal selling provides the profit needed to get _____ to carry new products, increase their amount of goods purchased, and devote more effort in merchandising a product or brand.

_____ provide(s) quantitative standards against which the performance of individual sales representatives or other marketing units can be measured.

Prospecting is critical to the success of organizations in maintaining or increasing

Behavioral scientists would most likely characterize _____ as a type of personal influence.

Allie Hagher sells ad space for Birder's World magazine. She plans to call on Nancy Cole, the co-owner of Bird Watcher Supply Company, to sell her the magazine's back cover position for its special Audubon issue. Hagher knows Cole is a likely prospect for buying this ad because her referral came from Wayne Lindberg, the president of the Wild Bird Feeding Industry Association, whom Hagher was in touch with. Which of the following methods did Hagher use to find this lead?

_____ is an estimate of how much of the company's output, either in dollars or in units, can be sold during a specified future period under a proposed marketing plan and under an assumed set of economic conditions.

A sales structure where a company makes use of team selling to focus on major customers to establish long-term relationships is called