Exam 17: Managing Personal Communications: Direct and Database Marketing and Personal Selling

________ helps sales representatives understand how they spend their time and how they might increase their productivity.

An ethical concern in direct marketing is whether some companies exaggerate the features of their products in catalog copy.

A ________ sales force consists of manufacturers' reps, sales agents, and brokers who earn a commission based on sales.

Fixed compensation receives more emphasis in sales rep jobs with ________.

A company that sells one product line to one end-using industry with customers in many locations would use product or market structure for its salesforce.

Direct marketing has not been growing as fast as U.S. retail sales.

Kate is coaching members of her field sales team to help them understand how they spend their time and how they might increase their productivity. A tool that would help her provide feedback for this is ________.

Business-to-consumer telemarketing is increasing.

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.

Which of the following is a major advantage of using direct mail?

You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information. What kind of a compensation structure do you select for your sales representatives?

A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n) ________.

The first step in the workload approach for designing salesforce size is to establish desirable call frequencies for each customer class.

Which of the following is NOT one of the advantages of direct mail?

Describe the use of the RFM formula in selecting customers for direct marketing.

Which of the following is an advantage of inside selling?

Gordron Inc. manufactures and markets medical equipment. To ensure that its salespeople are knowledgeable enough to answer all product queries, the company hires only those individuals who have a good understanding of both the medical profession and the mechanics of the equipment used. Which of the following is the most accurate classification of Gordron's salesforce?

Which of the following is NOT a main part of managing the sales force?

A manager is using feed-forward sales supervision when he communicates what the sales reps should be doing and motivates them to do it.

What situations are not conducive to database marketing?