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5 Written questions

5 Matching questions

  1. Outside sales force (or field sales force)
  2. Customer database
  3. Selling process
  4. Customer sales force structure
  5. Product sales force structure
  1. a A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  2. b The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up
  3. c A sales force organization under which salespeople specialize in selling only to certain customers or industries
  4. d Outside salespeople who travel to call on customers
  5. e An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data

5 Multiple choice questions

  1. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  2. The step in the selling process in which the salesperson identifies qualified potential customers
  3. Sending an offer, announcement, reminder, or other item to a person at a particular address
  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. 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. Sales force managementUsing the telephone to sell directly to customers

          

  2. PresentationThe step in the selling process in which the salesperson identifies qualified potential customers

          

  3. Inside sales forceInside salespeople who conduct business from their offices via telephone or visits from prospective buyers

          

  4. Integrated direct marketingDirect-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits

          

  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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