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5 Written questions

5 Matching questions

  1. Direct marketing
  2. Customer database
  3. Territorial sales force structure
  4. Customer sales force structure
  5. Product sales force structure
  1. a A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
  2. b An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
  3. c A sales force organization under which salespeople specialize in selling only to certain customers or industries
  4. d A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
  5. e 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 Multiple choice questions

  1. Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers
  2. Direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
  3. The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
  4. Outside salespeople who travel to call on customers
  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. PresentationThe step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits

          

  2. ClosingThe step in the selling process in which the salesperson identifies qualified potential customers

          

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

          

  4. 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

          

  5. Integrated direct marketingDirect communications with carefully targeted individual consumers—the use of telephone, mail, fax, email, the internet, and other tools to communicate directly with specific consumers

          

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