Exam 21: Implementing Interactive and Multi-Channel Marketing

Figure 21-7 -Consider Figure 21-7 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box D represents which account management policy?

________involves three tasks: setting objectives, organizing the salesforce, and developing account management policies.

An order getter is

Sales management consists of three interrelated functions: ________, sales plan implementation, and salesforce evaluation.

There are six commonly used techniques to deal with objections, one of which is to

The search for and qualification of potential customers during the personal selling process is referred to as

An insurance company is considering using independent sales agents who would receive a 7 percent sales commission on sales or its own insurance salespeople who would receive a 5 percent commission, salaries, and benefits. Additionally, with a company salesforce, sales administration costs would be incurred for a total fixed cost of $650,000 per year. At what level of sales would independent salespeople be less costly to the firm?

A representative from AT&T called Dr. Michaels after he switched to its U-verse telephone system. The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service. This is an example of ________ call.

What are the six stages of the personal selling process? What is the objective of each stage?

At White Chemical Co., management is examining its selling strategy and wants to acknowledge the role its sales staff has in undertaking sales support (non-selling) activities, yet keep the salespeople directed toward increasing sales for the next year. What advice is most likely to be appropriate here?

A sales quota contains goals, such as last year/current year sales ratio, accounts generated, profit achieved, or

Two selling styles associated with the need-satisfaction presentation format are

A formula selling presentation is a format that

Explain the difference between order takers and order getters.

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested, "Maybe you should look at crossovers instead of sedans." Here, the car salesman was using a

Which of these statements could a salesperson use as a denial response to a prospect's objection?

As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market. The salesperson has engaged in

Personal selling begins with the ________ stage.

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase. They are ________ closes.

Which of these is one of the three major tasks involved in the implementation stage of the sales management process?