Exam 21: Implementing Interactive and Multi-Channel Marketing

After completing an 18-week sales training program, Joshua was told, "You will be paid 4 percent on net dollar volume up to $10 million. Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a ________ for him after completing the sales training program.

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

The primary way in which relationship selling creates customer value is by

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information, is referred to as

At Cascade Maverik, compensation is a combination of salary and commission. According to a sales manager, "salary allows our employees to step into their role confidently, and commission is about ________."

A disadvantage of a customer sales organization is

Figure 21-3 -As shown in Figure 21-3 above, Box B is the ________ stage in the personal selling process.

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

When different types of buyers have different needs, a ________ sales organization structure is used.

In personal selling, a ________ is an individual who wants a product, can afford to buy it, and is the decision maker.

Which of these is one of the five dimensions of emotional intelligence?

A need-satisfaction presentation is a format that

The workload method

Salespeople are paid using one of three plans:

Quantitative assessments of sales performance may be based on output-related measures, such as

FloNetwork, Inc., is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis. To sell its system, the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product. In this situation, FloNetwork uses

Formulating the sales plan involves three tasks: setting objectives, organizing the salesforce, and

Personal selling can use all of these modes of communication except which?

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for

All of these are sales presentation formats exceptwhich?