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5 Written questions

5 Matching questions

  1. Catalog marketing
  2. Direct-mail marketing
  3. Preapproach
  4. Handling objections
  5. Follow-up
  1. a Sending an offer, announcement, reminder, or other item to a person at a particular address
  2. b Direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
  3. c The step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call
  4. d The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
  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. The step in the selling process in which the salesperson meets the customer for the first time
  2. 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
  3. Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts
  4. A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  5. Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits

5 True/False questions

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

          

  2. Customer sales force structureA sales force organization under which salespeople specialize in selling only to certain customers or industries

          

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

          

  4. PresentationThe step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits

          

  5. Outside sales force (or field sales force)Outside salespeople who travel to call on customers