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5 Written questions

5 Matching questions

  1. Telephone marketing
  2. Product sales force structure
  3. Outside sales force (or field sales force)
  4. Sales force management
  5. Direct marketing
  1. a 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
  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 Using the telephone to sell directly to customers
  5. e Outside salespeople who travel to call on 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. The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
  3. 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. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  5. Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers

5 True/False questions

  1. Direct-mail marketingSending an offer, announcement, reminder, or other item to a person at a particular address

          

  2. Territorial sales force structureA sales force organization under which salespeople specialize in selling only a portion of the company's products or lines

          

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

          

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

          

  5. ApproachThe step in the selling process in which the salesperson meets the customer for the first time

          

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