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5 Written Questions

5 Matching Questions

  1. Approach
  2. Prospecting
  3. Territorial sales force structure
  4. Sales force management
  5. Customer database
  1. a The step in the selling process in which the salesperson meets the customer for the first time
  2. b A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
  3. c 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
  4. d An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
  5. e The step in the selling process in which the salesperson identifies qualified potential customers

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. 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 tells the "product story" to the buyer, highlighting customer benefits
  4. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  5. Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts

5 True/False Questions

  1. Customer sales force structureA sales force organization under which salespeople specialize in selling only to certain customers or industries

          

  2. Handling objectionsDirect marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online

          

  3. ClosingThe step in the selling process in which the salesperson identifies qualified potential customers

          

  4. 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

          

  5. Follow-upThe last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business

          

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