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Exam 20: Personal Selling and Sales Management

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Question 61

Multiple Choice

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An urgency close refers to

A) asking the prospect to make a decision on some aspect of the purchase.
B) allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase.
C) making an exchange of money or other unit of value.
D) quickly committing the prospect by making references to the time limits of the purchase.
E) asking the prospect to make choices concerning delivery,warranty,or financing terms.

F) A) and D)
G) A) and E)

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Question 62

Multiple Choice

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The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting,selecting,training,and compensating salespeople;and (4) evaluating the performance of individual salespeople.

A) identifying potential target markets
B) using customer input to make product modifications
C) designing new promotional campaigns for the purpose of generating new sales
D) setting objectives
E) maintaining open communications between sales representatives and all other stakeholders

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

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Question 63

Multiple Choice

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The practice of using a group of professionals in selling to and servicing major customers is referred to as

There are five dimensions to emotional intelligence: self-motivation;self-awareness;the ability to manage one's emotions and impulses;__________;and social skills.

If the salesperson's objective is to "obtain a purchase from the prospect and create a customer," what is the name of this stage in the personnel selling process?

The practice of using team selling to focus on important customers so as to build mutually beneficial,long-term,cooperative relationships is referred to as __________.

Explain the difference between a lead,a prospect,and a qualified prospect.

Emotional intelligence refers to __________.

Russ Berry Company is a company that makes gifts and collectibles.When its southeastern sales representative is driving through a community on her way to make a sales call,she looks for small independent florists and gift shops.When she finds a retailer whom she knows is not carrying Russ products,she stops and makes a sales call.The company's sales rep uses __________ to find its prospects.

The three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection;salesforce training;and __________.

IBM has 30 information technology hardware and software specialists,business consultants,and engineers working at Charles Schwab,a large brokerage firm,all under the direction of a senior IBM sales executive.They are creating and managing a complex financial planning system that helps Schwab clients with their retirement planning.This is an example of __________.

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers.It sells to 10,000 flower and gift shops and 5,000 supermarkets nationwide.Each florist is called on four times a month and each supermarket is called on twice a month.Assume a 52-week calendar year and that each salesperson takes a four-week vacation.A sales call to a florist takes one hour,and a sales call to a supermarket takes two hours of selling time.An average salesperson spends 1,000 hours per year making sales calls.Calculate the number of salespeople Diamond Line needs to cover its account base.The number of salespeople is __________.

FloNetwork,Inc.is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product.In this situation,FloNetwork uses

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

The tasks involved in managing personal selling include all of the following EXCEPT:

All of the following are output-related sales objectives EXCEPT:

A __________ is the simplest salesforce structure,where the United States,or indeed the globe,is first divided into regions and then each region is divided into districts or territories.

A salesperson who specializes in identifying,analyzing,and solving customer problems and brings know-how and technical expertise to the selling situation,but often does not actually sell products and services is referred to as a __________.

Two selling styles associated with the need-satisfaction presentation format are