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5 Written questions

5 Matching questions

  1. Direct-mail marketing
  2. Sales quota
  3. Follow-up
  4. Sales force management
  5. Direct-response television marketing
  1. a 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. 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 Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels
  4. d Sending an offer, announcement, reminder, or other item to a person at a particular address
  5. e A standard that states the amount a salesperson should sell and how sales should be divided among the company's products

5 Multiple choice questions

  1. Direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
  2. Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers
  3. The step in the selling process in which the salesperson meets the customer for the first time
  4. The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
  5. A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line

5 True/False questions

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

          

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

          

  3. Customer databaseAn organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data

          

  4. Team sellingUsing teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts

          

  5. Telephone 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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