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5 Written questions

5 Matching questions

  1. Direct marketing
  2. Follow-up
  3. Approach
  4. Prospecting
  5. Salesperson
  1. a The step in the selling process in which the salesperson meets the customer for the first time
  2. b The step in the selling process in which the salesperson identifies qualified potential customers
  3. c The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  4. d An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  5. e 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

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. Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels
  3. The step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits
  4. Sending an offer, announcement, reminder, or other item to a person at a particular address
  5. The step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call

5 True/False questions

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

          

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

          

  3. Sales force managementThe 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. Product sales force structureA sales force organization under which salespeople specialize in selling only to certain customers or industries

          

  5. Outside sales force (or field sales force)Outside salespeople who travel to call on customers

          

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