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5 Written questions

5 Matching questions

  1. Product sales force structure
  2. Territorial sales force structure
  3. Follow-up
  4. Team selling
  5. Sales quota
  1. a Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts
  2. b A standard that states the amount a salesperson should sell and how sales should be divided among the company's products
  3. c A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
  4. d A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  5. e The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business

5 Multiple choice questions

  1. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  2. Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels
  3. Using the telephone to sell directly to customers
  4. Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits
  5. The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up

5 True/False questions

  1. ProspectingThe step in the selling process in which the salesperson identifies qualified potential customers

          

  2. Catalog 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

          

  3. Outside sales force (or field sales force)A sales force organization under which salespeople specialize in selling only to certain customers or industries

          

  4. Sales force managementUsing the telephone to sell directly to customers

          

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