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

IBM uses the BANT acronym during which stage of the sales process?

Part-time paid employees who work exclusively for the company are a part of the ________ sales force.

The original and oldest form of direct marketing is ________.

Roler Telecom, a leading mobile telephone operator in Asia, engages in aggressive marketing promotions. The company sends promotional messages to customers and makes promotional calls on a regular basis. However, these aggressive promotion efforts often irritate its customers. What could be the likely outcome of this?

If a prospective client does not want to buy from you because she feels the price is too high, you are facing an objection due to ________.

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.

In which of the following cases is building a database worthwhile for the company?

Which of the following is the first step in the process of personal selling?

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.

________ includes objections due to proposed contract completion time, quality of goods and services offered, purchase volume, product safety, and responsibility for financing, risk taking, promotion, and title.

Which of the following is a major advantage of using direct mail?

In 2012, more than 20 percent of the total workforce worked full time in sales occupations, both nonprofit and for profit.

________ sales force consists of manufacturers' reps, sales agents, and brokers who earn a commission based on sales.

In the FABV approach, if the salesperson is discussing the monetary terms associated with the offering, s/he is talking about ________.

Direct marketers use the RFM formula to select customers according to how much time has passed since their last purchase, how many times they have purchased, and how much they have spent since becoming a customer.

What can you learn from John Smith from the sales report reflected in the table?

A contractual sales force consists of part-time employees who work exclusively for the company.

Direct mail can produce prospect leads, strengthen customer relationships, inform and educate customers, remind customers of offers, and reinforce recent customer purchase decisions.

Direct marketing has not been growing as fast as US retail sales.

Information gathering refers to the act of conducting market research and doing intelligence work.