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

Today's customers expect a salesperson to have extensive product knowledge, to be efficient and reliable, and to provide ideas to improve the customer's operations. These demands are forcing companies to make higher investments in ________.

(Multiple Choice)

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Question 141

Which type of questions allow salespeople to understand facts or explore the buyer's present state of affairs?

(Essay)

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Question 142

A salesperson calling on supermarkets to take repeat orders is called an order taker.

(True/False)

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Question 143

Which of the following is a disadvantage of direct marketing?

(Multiple Choice)

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Question 144

In general, what are the five ways companies use database marketing?

(Essay)

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Question 145

To manage costs, most companies are choosing a leveraged sales force that focuses reps on selling the company's more complex and customized products to large accounts and uses inside salespeople and online ordering for low-end selling.

(True/False)

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Question 146

Describe the darker side of direct marketing solicitations.

(Essay)

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Question 147

Key indicators of sales performance include all of the following EXCEPT ________.

(Multiple Choice)

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Question 148

Showing 141 - 148 of 148

Today's customers expect a salesperson to have extensive product knowledge, to be efficient and reliable, and to provide ideas to improve the customer's operations. These demands are forcing companies to make higher investments in ________.

Which type of questions allow salespeople to understand facts or explore the buyer's present state of affairs?

A salesperson calling on supermarkets to take repeat orders is called an order taker.

Which of the following is a disadvantage of direct marketing?

In general, what are the five ways companies use database marketing?

To manage costs, most companies are choosing a leveraged sales force that focuses reps on selling the company's more complex and customized products to large accounts and uses inside salespeople and online ordering for low-end selling.

Describe the darker side of direct marketing solicitations.

Key indicators of sales performance include all of the following EXCEPT ________.

Defining Marketing for the New Realities

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Tapping Into Global Markets

Identifying Market Segments and Targets

Crafting the Brand Positioning

Creating Brand Equity

Addressing Competition and Driving Growth

Setting Product Strategy

Designing and Managing Services

Introducing New Market Offerings

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Digital Communications: Online, Social Media, and Mobile

Managing a Holistic Marketing Organization for the Long Run

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