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5 Written questions

5 Matching questions

  1. Salesperson
  2. Telephone marketing
  3. Customer sales force structure
  4. Selling process
  5. Prospecting
  1. a A sales force organization under which salespeople specialize in selling only to certain customers or industries
  2. b The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up
  3. c The step in the selling process in which the salesperson identifies qualified potential customers
  4. d Using the telephone to sell directly to customers
  5. e An individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering

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. The steps in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
  3. 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
  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. Sending an offer, announcement, reminder, or other item to a person at a particular address

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

          

  3. Direct marketingSending an offer, announcement, reminder, or other item to a person at a particular address

          

  4. Catalog marketingDirect marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online

          

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