Exam 21: Implementing Interactive and Multi-Channel Marketing

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a salesforce that sold only generators, one that sold only boilers, another that sold only transformers, and so forth. Each of its salespeople was an expert on the items he or she sold. Its salesforce was organized by

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Personal selling may play a dominant role in a firm's marketing program, especially if it

The personal selling process is

Which of these statements regarding the role of salespeople is most accurate?

What are the three types of prospects in personal selling?

An urgency close refers to

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personal selling process?

Relationship selling refers to

Consultative selling is very prominent in

The use of various technologies to make the selling function more effective and efficient is referred to as

Which type of salesforce training is the most popular type of training?

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personal selling process?

Which of these is one of three types of personal selling?

An office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will now report to the Midwest regional manager." It would appear the company that issued the memo uses a ________ sales organization for its salesforce.

Which of these is one of three major presentation formats used in the personal selling process?

An important component of the salesforce training at Cascade Maverik is ________, including participating in sales calls and presentations with senior salespeople.

The personal selling process begins with the ________ stage and ends with the ________ stage.

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in