Quiz
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| 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
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| 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
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| A(n) _____ _____ is a salesperson who processes routine orders or reorders for products that were already sold by the company. | order taker
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| 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
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| When specialized knowledge is needed by members of a customer's buying center, selling companies often rely on ___ ______. | team selling
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| During the prospecting stage of the personal selling process, salespeople will deal with ___, ________, and ________ ________. | leads, prospects, and qualified prospects.
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| In many South American countries buyers expect salespeople to ___________. However, prospective buyers ___________. | be punctual for appointments; are rountinely 30 minutes late
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| Three major presentation formats exsist: (1)__________, (2) formula selling format, and (3) need-satisfaction format. | stimulus-response format
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| Which type of personal selling presentation is the most consistent with the marketing concept? | need-satisfaction presentation
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| 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
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| 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.
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| The best organizational structure to use when different buying organizations have different needs is a ________ sales organization. | customer
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| 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
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| 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
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| There are five dimensions to emotional intelligence: self-motivation, self-awareness, the ability to manage one's emotions and impulses, empathy, and ______ _____. | social skills
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| A disadvantage of the straight salary compensation plan is... | it provides little incentive to expand sales volume.
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ciarasafari