Marketing Chapter 17 – Flashcards with Answers

Unlock all answers in this set

Unlock answers
question
Which of the following statements is an example of personal selling?
answer
A Tupperware consultant demonstrates the firm's products to you and your friends in the comfort of your home.
question
A disadvantage of the straight salary compensation plan is that
answer
it provides little incentive to expand sales volume.
question
Sales plan formulation involves
answer
developing account management policies.
question
The tasks involved in managing personal selling include setting objectives; organizing the salesforce; __________; and evaluating the performance of individual salespeople.
answer
recruiting, selecting, training, and compensating salespeople
question
Which of the following statements should the salesperson use if she wished to ignore the objection?
answer
"As I was saying, ..."
question
What does major account management refer to?
answer
It is the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
question
What are the three closing techniques used when a salesperson believes a buyer is about ready to make a purchase?
answer
trial, assumptive, and urgency
question
Three major presentation formats exist: (1) __________; (2) formula selling format; and (3) need-satisfaction format.
answer
stimulus-response format
question
In the personal selling process, a telemarketer who calls and asks the head of the household, "Are you happy with your current mobile phone service provider?" is engaged in __________.
answer
prospecting
question
Sales management consists of three interrelated functions: (1) sales plan formulation; (2) sales plan implementation; and (3) __________.
answer
salesforce evaluation
Get an explanation on any task
Get unstuck with the help of our AI assistant in seconds
New