Exam 21: Implementing Interactive and Multi-Channel Marketing

Russ Berry Co. sells stuffed animals and holiday gifts. When its salesperson asks a retailer, "Do you want to order the two dozen assorted bears or two dozen white-only bears?" he has executed which stage of the selling process?

What assumption does the stimulus-response presentation format make?

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

One of the first sales management decisions a firm must make is whether the company should build its own salesforce or hire independent agents such as manufacturers' representatives. Abacus Designs sells high-end furniture to retailers and needs to make this decision. Independent agents would receive a 5 percent commission on sales while a company salesforce would receive a 3 percent commission, salaries, and benefits. In addition, with company salespeople, sales administration costs would be incurred for a total fixed cost of $500,000 per year. At what sales level would independent salespeople be less costly?

A break-even chart for comparing independent agents and a company salesforce includes ________ and ________.

All of these statements regarding order getters are true except which?

The salesperson's objective is to gain a prospect's attention, stimulate interest, and make a transition to the presentation during which stage in the personal selling process?

If a company chooses to employ its own salesforce, the three basic organizational salesforce structures from which to choose are

A straight commission compensation plan is well-suited to sales positions where

Which of these statements could a salesperson use to acknowledge and convert the prospect's objection into a reason for buying?

During the prospecting stage of the personal selling process, some salespeople use websites, e-mail, and social networks, such as LinkedIn, to connect to individuals and companies that may be interested in their products or services, a practice known as ________ selling.

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

At the ________ stage in the personal selling process, a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

The saleforce structure at Cascade Maverik is a ________ one, with key accounts typically based in highly populated areas.

During the presentation stage, a salesperson may encounter objections. What are the six basic techniques for handling objections?

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

A sales plan is a

Asking the prospect to make a decision on some aspect of the purchase is referred to as ________ close.

An advantage of the straight salary compensation plan is that it

A memorized, standardized message conveyed to every prospect is referred to as a