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Marketing2026

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Which of the following is NOT one of the four basic types of compensation plans? The four types are: straight salary, straight commission, salary plus bonus, and salary plus commission.
Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________. Quotas
A salesperson's ________ is often related to how well he or she meets a set quota. Compensation
Prospecting is the step in the selling process in which the salesperson ________. The salesperson or company identifies qualified potential customers. Approaching the right potential customers is crucial to the selling success.
The step that follows approach in the selling process is ________. Presentation
In this step of the sales process, salespeople can now take advantage of technologies such as DVDs, handheld computers, interactive white boards, and laptop computers to show customers images that support the salesperson's verbal message. Presentation/Demonstration
In the handling objections step of the selling process, a salesperson should seek out hidden objections, ask the buyer to clarify objections, treat objections as opportunities to provide more information, and ________. Turn objections into reasons to buy
The ________ step of the selling process is difficult for some salespeople because they lack confidence, feel guilty about asking for an order, or may not recognize the right time to ask for an order. Close
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