Quiz
Quiz yourself by thinking what should be in
each of the black spaces below before clicking
on it to display the answer.
Help!
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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. | show 🗑
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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... | show 🗑
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| A(n) _____ _____ is a salesperson who processes routine orders or reorders for products that were already sold by the company. | show 🗑
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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) ____ ____. | show 🗑
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| When specialized knowledge is needed by members of a customer's buying center, selling companies often rely on ___ ______. | show 🗑
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| During the prospecting stage of the personal selling process, salespeople will deal with ___, ________, and ________ ________. | show 🗑
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| In many South American countries buyers expect salespeople to ___________. However, prospective buyers ___________. | show 🗑
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| Three major presentation formats exsist: (1)__________, (2) formula selling format, and (3) need-satisfaction format. | show 🗑
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| show | need-satisfaction presentation
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| show | denial
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| show | company salesforce selling cost equals independent agent selling cost.
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| show | customer
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| show | 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) ___ ________. | show 🗑
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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 ______ _____. | show 🗑
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| show | it provides little incentive to expand sales volume.
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Created by:
ciarasafari