Exam 17: Personal Selling and Sales Management

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.

Recent research indicates that a salesperson's __________ to be customer-oriented exists.

Aspects of __________ policies might include which individuals in a buying organization should be contacted, the amount of sales and service effort that different customers should receive, and the kinds of information salespeople should collect before or during a sales call.

Russ Berry Company 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?

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase. They are __________ closes.

-As shown in Figure 17-2 above, E is the __________ stage in the personal selling process.

-Figure 17-3 above depicts the sales management process that involves three interrelated functions. C refers to __________.

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) __________ close.

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

All of the following are aspects of a job description for a salesperson EXCEPT:

What are the keys to effective need-satisfaction presentations?

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called __________.

The __________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

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

An urgency close refers to

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

Which salesforce organizational structure is best when there are many different consumer types with many different or specialized needs?

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

Which of the following statements should a salesperson use to agree with and neutralize an objection?