Exam 21: Implementing Interactive and Multi-Channel Marketing

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers. It sells to 10,000 flower and gift shops and 5,000 supermarkets nationwide. Each florist is called on four times a month and each supermarket is called on twice a month. Assume a 52-week calendar year and that each salesperson takes a four-week vacation. A sales call to a florist takes one hour, and a sales call to a supermarket takes two hours of selling time. An average salesperson spends 1,000 hours per year making sales calls. The number of salespeople Diamond Line needs to cover its account base is

Harry goes to the local Staples store to purchase a laptop. He asks many questions of the salesclerk, compares various models on display, and decides on the Sony Vaio. The salesperson then recommends to Harry that he purchase an extended warranty service contract for the computer. This is an example of

Industry research shows that outside order getters, or field service representatives, spend 36 percent of their time selling, and another 15 percent is devoted to

A sales quota is

Yiting called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Russ Berry Co. is a company that makes gifts and collectibles. When its southeastern sales representative is driving through a community on her way to make a sales call, she looks for small independent florists and gift shops. When she finds a retailer she knows is not carrying Russ products, she stops and makes a sales call. The company's sales rep uses ________ to find its prospects.

All of these are output-related sales objectives exceptwhich?

The practice of using the telephone rather than personal visits to contact customers is referred to as

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the ________ stage.

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

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

In personal selling, the name of a person who may be a possible customer is referred to as

Doug Ames sells Mercedes-Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, and the dependability and prestige associated with the Mercedes-Benz brand. What technique did Ames use to handle the prospect's objection?

"Everyone lives by selling something" was an observation made by

In conference selling,

Describe the need-satisfaction presentation format. In the answer, include the two selling styles that are common with this format.

Which of these statements regarding salesforce compensation plans is most accurate?

Which of these statements regarding cold canvassing is most accurate?