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5 Written Questions

5 Matching Questions

  1. Outside sales force (or field sales force)
  2. Customer database
  3. Salesperson
  4. Telephone marketing
  5. Team selling
  1. a An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
  2. b Using the telephone to sell directly to customers
  3. c An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  4. d Outside salespeople who travel to call on customers
  5. e Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts

5 Multiple Choice Questions

  1. The step in the selling process in which the salesperson asks the customer for an order
  2. The step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call
  3. A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  4. A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
  5. Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers

5 True/False Questions

  1. Selling processThe steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up

          

  2. Sales quotaAn individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering

          

  3. Follow-upThe step in the selling process in which the salesperson asks the customer for an order

          

  4. Direct-mail 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

          

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

          

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