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5 Written questions

5 Matching questions

  1. Direct-response television marketing
  2. Salesperson
  3. Customer database
  4. Handling objections
  5. Follow-up
  1. a The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  2. b The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
  3. c Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels
  4. d An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
  5. e An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering

5 Multiple choice questions

  1. The analysis, planning, implementation of sales force activities, setting and designing sales force strategy, and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople
  2. A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  3. The step in the selling process in which the salesperson identifies qualified potential customers
  4. Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits
  5. Direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online

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. ApproachThe step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call

          

  3. Telephone marketingDirect marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online

          

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

          

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