Manchester Classics manufactures apparel for men and women. It calls on other retailers to sell its products. Members of its sales team travel to their customers' locations to finalize sales deals. In this scenario, the team at Manchester Classics is comprised of _____. Show a. business-focused salespeople a. business-focused salespeople Unlike consumer-focused salespeople, business-focused salespeople a. require customers to come directly to a retail store. b. call on other companies to sell their products. Which of the following refers to a purchase situation involving a personal, paid-for communication between two people in an attempt to influence each other? a. Personal selling a. Personal selling Personal selling is considerably less effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. a. True b. False Unlike advertising and sales promotion, in personal selling, responses are provided only to the questions and objections that the copywriter thinks are important to customers. a. True b. False Which of the following is NOT an advantage of personal selling? a. Personal selling provides a detailed explanation or demonstration of the
product. d. Personal selling is not as effective as other forms of sales promotion. Generally speaking, personal selling often works better than other forms of promotion if a. the number of potential customers increases. b. the complexity of the product increases. In personal selling, costs of promoting a product or service can be controlled by a. promoting a product to both qualified and
nonqualified prospects. d. adjusting the size of the sales force in one-person increments. Personal selling is more important than advertising and sales promotion if the products being sold a.
are standardized. d. are technically complex. In which case is personal selling more effective or economic than advertising and sales promotion? a. Customers are geographically dispersed. d. There are few customers. In personal selling, cost per contact is much greater than for mass forms of communication. a. True a. True Personal selling should be directed toward all prospects—qualified and unqualified. a. True b. False Personal selling provides a brief and precise explanation of the product. a. True b. False Which of the following is a sales practice that involves building, maintaining, and enhancing interactions with customers to develop long-term satisfaction through mutually beneficial partnerships? a. Price-based selling d.Relationship selling Mandy's Inc. is a well-known supplier of industrial goods. While selling goods, it provides personalized benefits to each customer. It focuses on developing trust over time instead of transacting one-time sales. This is an example of _____ selling. a. price-based b. relationship A current sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships is called _____________ selling. a. price-based b. consultative Which of the following is NOT true of relationship selling? a. It emphasizes making a one-time sale. a. It emphasizes making a one-time sale. The prevailing view of personal selling is mostly concerned with making one-time sales and then moving on to the next prospect. a. True b. False Relationship selling is more often used in selling consumer goods. a. True b. False Robust, a leading industrial manufacturer, has developed a new air conditioner with high cooling capacity. To identify potential clients who will be interested in the new product, the company has sent out pamphlets to many firms along with its contact details for anyone interested. This scenario illustrates _____. a. a needs assessment b. lead generation Which of the following statements is true of lead qualification? a. It refers to a process in which a salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status. d. It refers to determining the recognized need, buying power, and receptivity and accessibility of a sales prospect. Which statement is true of traditional selling? a. It allows ample time for a detailed follow-up with customers after a sale. c. Minimal effort is placed on asking questions to identify customer needs. A step in the selling process that concerned with identifying firms and people most likely to buy the seller's offerings is called _______________. a. lead generation a. lead generation
Which of the following defines the sales process? a. The process of identifying the firms and people most likely to buy the seller's offerings b. The process a salesperson goes through to sell a particular product or service Which term refers to a form of lead generation in which the salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status? a. Cold calling a. Cold calling A process of finding out about potential clients from friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations is called _____________. a. referrals b. networking Which of the following refers to the determination of a sales prospect's recognized need, buying power, receptivity, and accessibility? a. Referral d. Lead qualification Which term refers to a process that describes the "homework" that must be done by a salesperson before he or she contacts a prospect? a. Needs assessment b. Preapproach Which statement is true of networking? a. Approaching potential buyers without any prior knowledge of the prospects' needs or financial status b. Using friends, business contacts, acquaintances, and fellow members in organizations to identify potential clients Which of the following statements is true of prequalification systems? a. They free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness. a. They free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness. In the selling process, which of the following is true of a salesperson's conducting the needs assessment of prospective clients? a. It should be carried out by the salesperson during development of the sales proposal. b. It requires the salesperson to be aware of regulations and legislation that affect the industry. Which of the following terms refers to a meeting in which the salesperson offers a sales proposal to a prospective buyer? a. Sales proposal b. Sales presentation Which of the following statements is true of negotiation? a. It plays an important role in the closing of the sale. a. It plays an important role in the closing of the sale. As part of the needs assessment, the consultative salesperson must know everything about __________. a. customers and their needs, but not necessarily the product or service d. customers and their needs, the product or service being sold, and the product's competition Why do salespeople need to conduct thorough and continued follow-up with clients? a. Conducting post-sale follow-ups gives rise to cognitive dissonance. c. Most businesses depend on repeat sales, which depend on follow-up by the salesperson. Which of the following is a combination of sales automation and Internet technology that some marketers use to enhance customer satisfaction and bring in more business? a. The preapproach model d. Automated e-mail follow-up marketing The process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement is known as _____________. a. negotiation a. negotiation Which of the following indicates the final step of the selling process, in which the salesperson ensures delivery schedules are met, goods or services perform as promised, and the buyers' employees are properly trained to use the products? a. Follow-up a. Follow-up Which statement is true of the developing and proposing solutions step in the personal selling process? a. Developing and proposing solutions is a step in the selling process that comes before the final purchase transaction. d. The quality of both the sales proposal and the sales presentation can make or break the sale. A sales presentation is a written document that outlines how a company's product or service will meet or exceed the client's needs. a. True b. False Salespeople who practice relationship selling emphasize a long-term investment in the time and effort needed to uncover each customer's specific needs and wants and to meet them with the best product or service that can be offered. a. True a. True Lead qualification is the identification of the firms and people most likely to buy the seller's offerings. a. True b. False A good salesperson perceives objections as a hindrance to the purchase decision. a. True b. False Cold calling is a process of finding out about potential clients from friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations. a. True b. False When customers try to pit suppliers against each other to drive down the price of the product, the salesperson should offer an initial discount and then raise the price later on. a. True b. False Salespeople selling in foreign markets should tailor their presentations and closing styles to each market. a. True a. True Because the salesperson usually has multiple opportunities to present solutions to his or her clients in personal selling, the quality of the sales proposal and the presentation are not critical in making the sale. a. True b. False E-business—that is, the buying, selling, marketing, collaborating with partners, and servicing customers electronically using the Internet—has not affected personal selling very much. a. True b. False A salesperson's responsibilities usually end with making the sale and placing the order. a. True b. False Effective sales management begins with a. determining sales goals
to be met by the salesforce. a. determining sales goals to be met by the salesforce. Which of the following is involved in defining the sales goals of the salesforce? a. Assigning quotas to salespeople a. Assigning quotas to salespeople A sales manager at a consumer durable goods manufacturing firm instructs his new salesperson, Rita, that she must identify ten potential customers and sell five flat screen televisions per week. This directive from the sales manager is referred to as Rita's _____. a. referrals c. quota The assertion that "great salespeople should have strong, healthy self-esteem and the ability to bounce back from rejection" describes which trait that is desirable in applicants for sales position? a. Ego strength a. Ego strength
The ability to place oneself in someone else's shoes, which enables salespeople to understand the client's situation, is called ________. a. assertiveness d. empathy Determining sales goals is part of effective sales management. A statement of a salesperson's sales goals, usually based on sales volume, is called a(n) _________. a.
quota a. quota Which of the following is among the responsibilities of a sales manager? a. Recruiting and training the sales force, but its evaluation is done by the human resources department d.Recruiting, training, motivating, and evaluating the sales force When recruiting the sales force, sales managers prefer salespeople who a. often avoid getting involved in negotiation process. b. get their point across confidently without being overbearing or aggressive. Which of the following describes the kind of candidates sales managers look for when recruiting sales force candidates? a. A sense of urgency without exhibiting competitiveness d. Assertiveness, as well as creativity and empathy Which of the following is NOT true of sales force compensation? a. Compensation needs to be competitive enough to attract and motivate the best salespeople. b. Companies and industries with lower levels of compensation have lower turnover rates. A term that describes a company that customizes its products and services based on data generated through interactions between the customer and the company would be described as being ______. a. customer-centric a. customer-centric The point at which a customer and a company representative exchange information and develop learning relationships is called __________. a. interaction a. interaction A sales manager's sole function is to maximize sales at a reasonable cost while also maximizing profits. a. True b. False LaPizza is a restaurant that recently implemented a new system to identify and gather information about its regular customers. It rewards these customers by giving them gift coupons and cash prizes. This practice is an example of _____. a. organizational optimization d. customer relationship management The process by which customer information is centralized and shared to enhance the relationship between customers and the organization is called ___________ management. a. knowledge a. knowledge An electronic equipment manufacturer collects data about its customers through customer interactions. On the basis of the data, the firm customizes its products and services according to the needs of customer segments. This is an example of effective _____. a. transaction management b. campaign management Name the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group. a. Organizational optimization d. Customer relationship management Which of the following measures one customer's influence on the behavior of other customers through recommendations on social media? a. Net promoter score a. Net promoter score Which of the following best defines the term "touch points"? a. Storage of customer information in a central location that is accessible to all company
departments c. Areas of a business where customers have contact with the company and data might be gathered A touch point that customers encounter in stores or information kiosks, and that uses software to enable them to easily provide information about themselves without feeling violated, is called __________. a. point-of-sale interaction a. point-of-sale interaction Which term refers to developing product or service offerings customized for a customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships? a. Transaction management b. Campaign management Which of the following occurs when a customer and a company representative exchange information and develop learning relationships? a. Transactional selling d. An interaction Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated. a. True a. True In which case is personal selling more effective or economic?Product situation: Personal selling is relatively more effective and economical when a product is of a high unit value, when it is in the introductory stage of its life cycle, when it requires personal attention to match consumer needs, or when it requires product demonstration or after-sales services.
In which situation personal selling is more effective than advertising?Personal selling is more effective than advertising when the customer base is small and widespread. Small because the sales force cannot reach every individual and widespread so that multiple salesmen can cover different areas and sell their products or services to people of that area.
In which case is personal selling more effective or economic than advertising and sales promotion quizlet?Terms in this set (20) In which case is personal selling more effective or economic than advertising and sales promotion? There are few customers. Determining sales goals is part of effective sales management.
Is personal selling most effective?Personal selling is the most effective marketing communication tool because it allows salespeople to adapt their presentation to each potential or current client. They use their knowledge of the customer's buying process to choose effective sales strategies.
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In which case is personal selling more effective or economic than advertising and sales promotion group of answer choices?
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