Exam 1: Overview of Personal Selling

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

True salespeople, those who earned a living from selling, did not exist in any sizeable number until

_______________ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Salespeople should only be concerned with sales revenue.

Which of the roles salespeople play in consultative selling is most it depended upon the salesperson's business, industry, and customer knowledge?

Which of the five views of personal selling is considered to be the simplest?

Business consultant is one of the roles important to consultative selling.

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with:

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

____________refers to stop and that stimulates are in size activity in the economy.

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called:

In 1912, Charles W. Hoyt wrote about the changing role of personal selling.

When practicing trust-based relationship selling, salespeople should do all of the following except:

Strategic problem solving is a skill required all of ___________________ selling.