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Exam 12: Personal Selling

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Question 71

Multiple Choice

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In what analytics-based application does a company numerically rate its best prospective customers?

A) customer ranking
B) Sales 2.0
C) competitive benchmarking
D) lead scoring
E) equalized workload method

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Question 72

Multiple Choice

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Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected?

A) sales presentation
B) handling objections
C) approach
D) preapproach
E) gaining commitment

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Question 73

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Logan is having a sales meeting with a customer.Halfway through the meeting,Logan realizes that the customer is losing focus,so he begins to ask the customer questions in order to keep the customer engaged.Logan is practicing _____ selling.

Quantitative forecasting methods commonly apply _____ to estimate sales in future periods.

In a _____ close,the salesperson asks questions throughout the sales presentation that tests the buyer's readiness to commit.

According to your text,which step of the personal-selling process is the most important and most difficult?

Whether they sell directly to customers or seek to secure new distribution intermediaries,all new-business salespeople may be accurately described as _____ _____.

Personal selling is more effective when the good or service is

Which of the following types of compensation is a per-unit payout paid on sales beyond the salesperson's quota?

Describe the types of questions featured in SPIN selling.

While in his sales presentation,Lucas encountered an objection from the customer before finishing his presentation.Lucas responded by telling the customer that he would address his point in a few minutes and continued on with his presentation.This technique for overcoming objections is called _______.

Insights derived from Big Data are helping firms increase overall sales productivity by encouraging firms to hire more and/or better salespeople.

Which of the following is not part of the Sales and Marketing Executive International (SMEI) code of conduct?

According to the Bureau of Labor Statistics,between now and the year 2020,the U.S.economy will reduce the number of sales jobs by more than 2 million.

Technology-enabled tools and processes that provide guided selling assistance to various selling roles are referred to as

The use of online,mobile,and social media to engage customers,build relationships,and increase sales is referred to as Sales.2.0.

The net present value of a customer's business over the span of their relationship with an organization is referred to as

Channel sales representatives may be accurately described as order-takers.

The goal of the first step in the personal-selling process is to

Which sales role generally requires higher levels of education and prior sales experience in order to establish and maintain partnership relationships with a small number of accounts?