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Marketing Quiz Ch 12
Terms in this set (15)
The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as?
According to your text, ______ serve as the critical link between the firm and the customer?
Research suggests that nearly 85 percent of all salespeople , regardless of age or experience, fall victim to?
fear and self-doubt.
How many steps are there in the personal selling process?
An individual or a group capable of making the decision on a good or service a salesperson is selling is referred to as a?
Amy just took a job with a scrap metal collection company. Her job is to search for potential customers that need to get rid of scrap metal or those customers who wish to buy scrap metal. Amy's job fits into the first step of the personal-selling process, that of?
In which step of the personal-selling process would you identify key decision makers, review account histories, and prepare a sales presentation?
the pre-approach step
During which step of the personal-selling process does the salesperson establish a rapport that sets a foundation for the relationship and asks questions to learn more about the prospect and his or her needs and wants?
the approach step
Compare the following statements made by a salesperson and select the one that exemplifies handling objections?
It simply is not accurate to claim that our product is a copycat of XYZ brand. We have a patent showing how our product is considerably different.
Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected?
Which of the following statements about the follow-up step of the personal-selling process is not true?
The follow-up step is not needed for repeat customers.
Which sales role generally requires higher levels of education and prior sales experience in order to establish and maintain partnership relationships with a small number of accounts?
All of the following are primary roles of a sales manager except?
finding new customers.
As outlined in your text, all of the following are part of the feature-advantage-benefit approach except?
it should refute any complaints or objections about the product.
In which closing approach does the salesperson act as if the buyer has already decided to purchase?
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