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5 Written questions

5 Matching questions

  1. Direct marketing
  2. Direct-response television marketing
  3. Presentation
  4. Preapproach
  5. Closing
  1. a The step in the selling process in which the salesperson asks the customer for an order
  2. b The step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call
  3. c 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
  4. d Direct marketing via television, including direct-response television advertising or infomercials and home shopping channels
  5. e The step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits

5 Multiple choice questions

  1. The step in the selling process in which the salesperson identifies qualified potential customers
  2. A sales force organization under which salespeople specialize in selling only to certain customers or industries
  3. An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering
  4. A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  5. Sending an offer, announcement, reminder, or other item to a person at a particular address

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

          

  3. Customer databaseAn organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data

          

  4. Follow-upThe step in the selling process in which the salesperson asks the customer for an order

          

  5. Inside sales forceInside salespeople who conduct business from their offices via telephone or visits from prospective buyers