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5 Written questions

5 Matching questions

  1. Direct marketing
  2. Direct-response television marketing
  3. Customer sales force structure
  4. Prospecting
  5. Presentation
  1. a The step in the selling process in which the salesperson identifies qualified potential customers
  2. b A sales force organization under which salespeople specialize in selling only to certain customers or industries
  3. c The step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits
  4. d 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. e Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels

5 Multiple choice questions

  1. Outside salespeople who travel to call on customers
  2. A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  3. The step in the selling process in which the salesperson asks the customer for an order
  4. Direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
  5. The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying

5 True/False questions

  1. Team sellingThe step in the selling process in which the salesperson asks the customer for an order

          

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

          

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

          

  4. Territorial sales force structureA sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line

          

  5. Selling processThe steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up