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5 Written questions

5 Matching questions

  1. Integrated direct marketing
  2. Product sales force structure
  3. Selling process
  4. Outside sales force (or field sales force)
  5. Approach
  1. a The step in the selling process in which the salesperson meets the customer for the first time
  2. b Outside salespeople who travel to call on customers
  3. c The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up
  4. d Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits
  5. e A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines

5 Multiple choice questions

  1. The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  2. Using the telephone to sell directly to customers
  3. The step in the selling process in which the salesperson asks the customer for an order
  4. 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
  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. PresentationThe step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits

          

  2. Sales quotaA standard that states the amount a salesperson should sell and how sales should be divided among the company's products

          

  3. Customer databaseA standard that states the amount a salesperson should sell and how sales should be divided among the company's products

          

  4. Team sellingThe step in the selling process in which the salesperson identifies qualified potential customers

          

  5. Direct marketingSending an offer, announcement, reminder, or other item to a person at a particular address

          

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