Exam 1: Overview of Personal Selling

The canned sales presentation was developed by John H. Patterson of the National Cash Register Company and was based on the premise that salespeople are "born, not made."

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are using:

The most important part of marketing communications in terms of money spent by most business firms is:

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

In her role as ________________ Susan arrange the use of the sales organization's resources in an effort to satisfy the customer.

In the post-World War II period, firms were expanding because of a surge in demand.

The ability to understand buyers is one of the selling foundations in the trust-based sales process

Salespeople have the following relationship with revenue in most business firms:

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

________________ selling is an extension of needs-satisfaction selling.

What are the following is most accurate with respect to buyers' expectations of salespeople?

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

Which of the following is not a typical skill required for trust-based relationship selling?

Personal selling and trust-based relationship selling are essentially the same thing.

The sales process is usually described as a series of ____ steps.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.