Exam 21: Implementing Interactive and Multi-Channel Marketing

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers; and (3)

A waitress at a TGI Friday's restaurant uses ________ when she asks a party if they would like another round of drinks.

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Encyclopedia Britannica used to pay to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced ________ sales objective.

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Which of these statements describes the major difference between a prospect and a qualified prospect?

Organizing a selling organization includes answering all of these questions except which?

All of these tactics are used to generate leads exceptwhich?

Which of these statements could a salesperson use to agree with and neutralize an objection?

Sales force automation is typically applied to all of these except which?

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines. TransWave sends an environmental expert, a safety engineer, a legal representative to explain new regulations enacted by the U.S. Office of Pipeline Safety, and an experienced pipeline expert when it meets with a prospect. This is an example of how TransWave uses

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

________ is a written document that describes job relationships and requirements that characterize each sales position.

List the four things that research suggests will produce a motivated salesperson.

The advantage of a product sales organization is that

Which of these tasks are involved in the sales plan formulation stage of the sales management process?

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, its salesforce was organized by product: generators, boilers, transformers, and so forth. Each salesperson was an expert on the product line he or she sold. Then it adopted a customer organizational structure. Why might ABB have made this change?

In a ________, the United States, or even the globe, is divided into regions and each region is divided into districts or territories.