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5 Written questions

5 Matching questions

  1. Follow-up
  2. Territorial sales force structure
  3. Product sales force structure
  4. Telephone marketing
  5. Approach
  1. a The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  2. b Using the telephone to sell directly to customers
  3. c The step in the selling process in which the salesperson meets the customer for the first time
  4. d A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  5. e A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line

5 Multiple choice questions

  1. A standard that states the amount a salesperson should sell and how sales should be divided among the company's products
  2. An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
  3. A sales force organization under which salespeople specialize in selling only to certain customers or industries
  4. Outside salespeople who travel to call on customers
  5. The step in the selling process in which the salesperson asks the customer for an order

5 True/False questions

  1. Team sellingUsing teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large complex accounts

          

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

          

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

          

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

          

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