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5 Written Questions

5 Matching Questions

  1. Territorial sales force structure
  2. Direct marketing
  3. Selling process
  4. Product sales force structure
  5. Catalog marketing
  1. a 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
  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 steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up
  4. d Direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
  5. e A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines

5 Multiple Choice Questions

  1. A standard that states the amount a salesperson should sell and how sales should be divided among the company's products
  2. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  3. Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts
  4. Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers
  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. ProspectingThe step in the selling process in which the salesperson asks the customer for an order


  2. Follow-upThe step in the selling process in which the salesperson asks the customer for an order


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


  4. Direct-response television marketingDirect marketing via television, including direct-response television advertising or infomercials and home shopping channels


  5. PresentationThe step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits


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