Exam 21: Implementing Interactive and Multi-Channel Marketing

Advertising with a coupon, using a toll-free number, exhibiting at trade shows, using e-mail, and making cold calls are all activities that would take place during the ________ stage of the personal selling process.

Personal selling serves several major roles in a firm's overall marketing effort; for one, salespeople

________ has recently been the fastest growing team sport at the youth, high school, college, and professional levels, which bodes well for sales at sports equipment company Cascade Maverik.

The most frequently used type of compensation plan for salespeople is a

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Missionary salespeople are

The tasks involved in managing personal selling include all of these exceptwhich?

An advantage of a geographical sales organization is that it

Figure 21-4 -Figure 21-4 above depicts the sales management process that involves three interrelated functions. Box C refers to

Salespeople called outside order takers visit customers and

With a ________, a salesperson's earnings are directly tied to sales or profits generated.

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

The three types of personal selling are order taking, order getting, and

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay all the shipping costs for new customers," the salesperson was using

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as