NAME

Question types


Start with


Question limit

of 24 available terms

Advertisement Upgrade to remove ads
Print test

5 Written questions

5 Matching questions

  1. Direct-mail marketing
  2. Inside sales force
  3. Sales quota
  4. Telephone marketing
  5. Direct-response television marketing
  1. a Using the telephone to sell directly to customers
  2. b Sending an offer, announcement, reminder, or other item to a person at a particular address
  3. c Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels
  4. d A standard that states the amount a salesperson should sell and how sales should be divided among the company's products
  5. e Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers

5 Multiple choice questions

  1. The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up
  2. The step in the selling process in which the salesperson meets the customer for the first time
  3. The step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits
  4. The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  5. The step in the selling process in which the salesperson identifies qualified potential customers

5 True/False questions

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

          

  3. Handling objectionsThe steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying

          

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

          

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