Exam 21: Implementing Interactive and Multi-Channel Marketing

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Ms. (customer name). My name is (your name here). I'm calling on behalf of Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

One type of sales objective is ________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Seminar selling is a method of personal selling in which

The practice of using a group of professionals in selling to and servicing major customers is referred to as

All of these are aspects of a job description for a salesperson exceptwhich?

During the sales presentation, the prospect interrupted the salesperson's presentation and said, "Wait a minute. This looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is. I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

The preapproach stage of the personal selling process is especially important in

Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

An assumptive close refers to

In the context of the personal selling process, excuses for not making a purchase commitment or decision are referred to as

Research indicates that 25 percent of U.S. salespeople engaged in business-to-business selling consider it ________ to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

On a recent shopping excursion at a local Target store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, and several pairs of socks. The only salesperson Krause encountered was the person at the checkout counter. The checkout person at Target would best be described as

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Which of these statements could a salesperson use to postpone a prospect's objection?

Key account management refers to

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

In the ________ stage of the personal selling process, the first impression is critical.