Exam 22: Managing Personal Communications: Direct and Database Marketing and Personal Selling

When Shen asks his client, "How much would you save if our company could help you reduce errors by 80 percent?" he is asking a ________ question.

The Internet provides marketers and consumers with opportunities for much greater interaction and ________ than do other marketing channels.

Direct marketing has the ability to test different elements of an offer strategy under real marketplace conditions.

Implication questions ask about the consequences of a buyer's problems, difficulties, or dissatisfactions.

________ helps sales representatives understand how they spend their time and how they might increase their productivity.

An employee who provides clerical backup for outside salespersons, runs credit checks, follows up on deliveries, and answers customers' business-related questions is called a sales assistant.

Closing signs from the buyer include physical actions, statements or comments, and questions.

Which of the following is most likely to use database marketing?

Greta is attempting to get as many orders as possible. Which direct marketing tool is generally associated with the highest order response rate?

Kate is coaching members of her field sales team to help them understand how they spend their time and how they might increase their productivity. She is using ________ to provide them with feedback.

Business-to-consumer telemarketing is increasing.

When Saul asks his client, "What system are you using to invoice your customers?" he is asking a ________ question.

Which of the following tasks of the salesforce refers to conducting market research and doing intelligence work?

What are the five elements of an offer strategy?

DB Bank is launching a new investment product targeting senior citizens in the United States. The company decides to use direct marketing for selling the product. What direct marketing strategy would allow the company early testing and response measurement of the product?

Business-to-business telemarketing is increasing.

What key indicators of sales performance do sales managers extract from call reports?

Which of the following statements demonstrates behavioral loyalty toward a brand?

How do direct mail response rates relate to a campaign's long-term impact? Provide an example.

Which of the following is NOT conducive to database marketing?