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

Points are established for varying RFM levels; the more points, the more attractive the customer.

Gordron Inc. manufactures and markets medical equipment. To ensure that its salespeople are knowledgeable enough to answer all product queries, the company hires only those individuals who have a good understanding of both the medical profession and the mechanics of the equipment used. Which of the following is the most accurate classification of Gordron's salesforce?

A company uses sales representatives for selling the company's more complex and customized products to large accounts, while using inside salespeople and Web ordering for low-end selling. Which of the following describes the company's sales force best?

The practice of using call centers, where employees receive calls from customers and provide service by taking orders and answering queries, is called ________.

Which of the following is an example of a company that serves a niche market?

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

What are the five main challenges associated with database marketing?

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

The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Which of the following is a factor considered when a customer is evaluated based on the RFM formula?

You are appointed as the B-to-B sales representative of a manufacturing company. What are the various tasks that you will have to perform as a B-to-B salesperson?

Business-to-consumer telemarketing is increasing.

Robert is hired as a sales representative for a company that manufactures fire extinguishers. His job description reads as follows: "The key duty of the sales representative is to unravel the customer's problems using the company's products." Which of the following positions would best describe Robert's profile?

In IBM's BANT acronym, B stands for ________.

Which of the following questions is LEAST relevant during the preapproach stage of the sales process?

Fixed compensation receives more emphasis in sales rep jobs with ________.

Business-to-business telemarketing is increasing.

What are the elements of a direct mail offer? How can each be tested?

A salesperson sends e-mails to persuade prospects to buy the products of his company. This is a type of ________ marketing.

Jack is the sales representative of a company that designs and installs modular kitchens. The company's salesforce is trained to customize their offerings as per customer requirements. After analyzing factors such as the space available and the budget, Jack provides personalized designs to individual customers. What kind of a salesperson is Jack? Briefly explain your answer.