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Exam 20: Personal Selling and Sales Management

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Question 91

Multiple Choice

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A waitress at a TGI Friday's restaurant uses ________ when she asks a party if they would like another round of drinks.

A) inquiry selling
B) formula selling
C) suggestive selling
D) method selling
E) a canned sales presentation

F) A) and D)
G) A) and C)

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Question 92

Multiple Choice

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Which of the following statements regarding the role of salespeople is most accurate?

A) Salespeople can identify creative solutions to customer problems.
B) Salespeople have little say in a company's account management policies.
C) Salespeople truly know their customers and therefore are the best resource for segmenting and selecting target markets.
D) Salespeople are the most highly trained of all a firm's employees and therefore have the greatest job security.
E) Salespeople are traditionally given greater authority than other company employees and therefore can offer customers the best financial terms for their purchases.

F) B) and E)
G) A) and B)

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Question 93

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Applied to recruiting and selecting salespeople,a ________ includes to whom a salesperson reports,how he or she interacts with other company personnel,and the customers to be called on.

The preapproach stage of the personal selling process is especially important in

Policies that specify who salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

Canam Canada specializes in the fabrication of steel joists,joist girders,and steel deck for use in commercial construction.Canam Canada offers value-added engineering support,architectural flexibility,and customized solutions and services.Canam Canada uses team selling that focus on important customers to build mutually beneficially,long-term,relationships.Teams include sales,service,and technical personnel to work exclusively with assigned customers.Canam's salesforce practices are an example of

A need-satisfaction presentation format that focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution,is referred to as

When a Frito-Lay salesperson takes an inventory of Doritos chips to ensure that the snacks are in adequate supply on retailers' shelves,what form of buying decision does the store manager engage in?

Explain the role of missionary salespeople and sales engineers in the selling process.

A selling format that consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is referred to as a

Research indicates that 25 percent of U.S.salespeople engaged in business-to-business selling consider it ________ to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

________ consists of processes and technologies that supply customers with information about postsale activities,including installation,repair,replacement,and replenishment,and technical expertise pertaining to products.

When different types of buyers have different needs,a ________ sales organization structure is used.

The two basic forms of team selling are

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Personal selling begins with the ________ stage.

A formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as the

When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Ms.(customer name) .My name is (your name here) .I'm calling on behalf of Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

The tasks involved in managing personal selling include all of the following except which?

With a ________,a salesperson is paid a specified salary plus a commission on sales or profits generated.