Exam 11: Database and Direct Response Marketing and Personal Selling

Using identification IDs and passwords on a website for customers allow for each of the following customer benefits except:

Jennifer is a salesperson and has just finished answering objections of a client. The next step in the selling process is:

In terms of generating leads, the best method is purchasing response lists from database vendors.

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst. Using this method of categorization, the appropriate strategy for "B" leads would be:

The mission-sharing sales approach:

The problem-solution sales approach:

The most important part of the sales call, and the most difficult for most salespeople, is handling objections.

Online sales are often spurred through offline direct response marketing approaches. The most likely direct response marketing source is a(n):

In terms of generating sales leads, networking and using directories produces superior leads to using a firm's internal database.

In handling objections during a sales call, Brandon (the salesperson)normally answers the objection directly, an approach called which method?

Customer clustering involves building profiles of consumer groups and preparing models that predict future purchase behaviors.

An effective database contains:

Identify the steps in the selling process.

Response rates are often higher for permission marketing programs because consumers:

The process of building profiles of customers from a firm's database is:

The least popular form of direct marketing is:

The number one reason that individuals remain loyal to a permission marketing program after they have joined is a chance to win prizes in a contest or sweepstakes.

Heavy users of a good or service are the best segment to target with a frequency program.

Maintaining customer profile information is important because the information helps the marketing team create personalized communications.

While it is important for a database to record every transaction with a customer, recording of interactions that are unrelated to a purchase are not necessary.