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5 Written questions

5 Matching questions

  1. Salesperson
  2. Telephone marketing
  3. Direct-mail marketing
  4. Direct marketing
  5. Follow-up
  1. a Using the telephone to sell directly to customers
  2. b The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  3. c Sending an offer, announcement, reminder, or other item to a person at a particular address
  4. d An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  5. e Direct communications with carefully targeted individual consumers—the use of telephone, mail, fax, email, the internet, and other tools to communicate directly with specific consumers

5 Multiple choice questions

  1. The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up
  2. Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts
  3. Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits
  4. The step in the selling process in which the salesperson meets the customer for the first time
  5. An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data

5 True/False questions

  1. Outside sales force (or field sales force)A sales force organization under which salespeople specialize in selling only to certain customers or industries

          

  2. PresentationThe step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits

          

  3. Customer sales force structureA sales force organization under which salespeople specialize in selling only a portion of the company's products or lines

          

  4. Sales force managementUsing the telephone to sell directly to customers

          

  5. Catalog marketingDirect communications with carefully targeted individual consumers—the use of telephone, mail, fax, email, the internet, and other tools to communicate directly with specific consumers

          

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