Save
Busy. Please wait.
Log in with Clever
or

show password
Forgot Password?

Don't have an account?  Sign up 
Sign up using Clever
or

Username is available taken
show password

Your email address is only used to allow you to reset your password. See our Privacy Policy and Terms of Service.


Already a StudyStack user? Log In

Reset Password
Enter the associated with your account, and we'll email you a link to reset your password.

Question

The tasks involved in managing personal selling include setting objectives; _______ ___ _________; recruiting, selecting, training, and compensating salespeople; and evaluating the performance of individual salespeople.
click to flip
focusNode
Didn't know it?
click below
 
Knew it?
click below
Don't know

Question

Salespeople at Medtronic Inc., the world leader in the heart pacemaker market, are in the operating room for more than 90 percent of the procedure performed with their product and are on call 24 hrs a day. Medtronic sales people participate in...
Remaining cards (15)
Know
0:00
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.

  Normal Size     Small Size show me how

Marketing Ch. 20

Quiz

QuestionAnswer
The tasks involved in managing personal selling include setting objectives; _______ ___ _________; recruiting, selecting, training, and compensating salespeople; and evaluating the performance of individual salespeople. organizing the salesforce
Salespeople at Medtronic Inc., the world leader in the heart pacemaker market, are in the operating room for more than 90 percent of the procedure performed with their product and are on call 24 hrs a day. Medtronic sales people participate in... relationship selling
A(n) _____ _____ is a salesperson who processes routine orders or reorders for products that were already sold by the company. order taker
A salesperson who sells in a conventional sense and identifies prospective customers, provides information to customers, persuades customers to buy, closes sales, and follows up on a customers use of a product or service is referred to as a(n) ____ ____. order getter
When specialized knowledge is needed by members of a customer's buying center, selling companies often rely on ___ ______. team selling
During the prospecting stage of the personal selling process, salespeople will deal with ___, ________, and ________ ________. leads, prospects, and qualified prospects.
In many South American countries buyers expect salespeople to ___________. However, prospective buyers ___________. be punctual for appointments; are rountinely 30 minutes late
Three major presentation formats exsist: (1)__________, (2) formula selling format, and (3) need-satisfaction format. stimulus-response format
Which type of personal selling presentation is the most consistent with the marketing concept? need-satisfaction presentation
There are six commonly used techniques to deal with objections: acknowledge and convert the objection, postpone, agree and neutralize, accept the objection, _______, and ignore the objections. denial
In a break-even chart for comparing independent agents and a company salesforce, the break-even point occurs when... company salesforce selling cost equals independent agent selling cost.
The best organizational structure to use when different buying organizations have different needs is a ________ sales organization. customer
Diamond Line is a distributor. Sells to 10,000 shops and 3,000 supermarkets. Each florist is called 4x/month, supermarkets 2x/month. Florist 1hr/call SM 2hr/call.avgSalesperson=1000 hrs/yr. Calculate # of salespeople DL needs to cover its account base. 624 NS=[(10000 x 48 x 1) + (3000 x 24 x 2)]/1000 =624
A study of a particular sales position, including how the job is to be performed and the tasks that make up the job is referred to as a(n) ___ ________. job analysis
There are five dimensions to emotional intelligence: self-motivation, self-awareness, the ability to manage one's emotions and impulses, empathy, and ______ _____. social skills
A disadvantage of the straight salary compensation plan is... it provides little incentive to expand sales volume.
Created by: ciarasafari
 

 



Voices

Use these flashcards to help memorize information. Look at the large card and try to recall what is on the other side. Then click the card to flip it. If you knew the answer, click the green Know box. Otherwise, click the red Don't know box.

When you've placed seven or more cards in the Don't know box, click "retry" to try those cards again.

If you've accidentally put the card in the wrong box, just click on the card to take it out of the box.

You can also use your keyboard to move the cards as follows:

If you are logged in to your account, this website will remember which cards you know and don't know so that they are in the same box the next time you log in.

When you need a break, try one of the other activities listed below the flashcards like Matching, Snowman, or Hungry Bug. Although it may feel like you're playing a game, your brain is still making more connections with the information to help you out.

To see how well you know the information, try the Quiz or Test activity.

Pass complete!
"Know" box contains:
Time elapsed:
Retries:
restart all cards