NAME

Question Types


Start With


Question Limit

of 24 available terms

Advertisement Upgrade to remove ads

5 Written Questions

5 Matching Questions

  1. Customer sales force structure
  2. Product sales force structure
  3. Team selling
  4. Direct marketing
  5. Follow-up
  1. a Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts
  2. b Direct communications with carefully targeted individual consumers—the use of telephone, mail, fax, email, the internet, and other tools to communicate directly with specific consumers
  3. c A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  4. d A sales force organization under which salespeople specialize in selling only to certain customers or industries
  5. e The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business

5 Multiple Choice Questions

  1. The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
  2. The step in the selling process in which the salesperson meets the customer for the first time
  3. The step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits
  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. 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 True/False Questions

  1. Inside sales forceA standard that states the amount a salesperson should sell and how sales should be divided among the company's products

          

  2. 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

          

  3. Integrated direct 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

          

  4. 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

          

  5. Catalog 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

          

Create Set