Ch. 19

Personal selling can take place in all of the following situations EXCEPT

In Arthur Miller's play, Death of a Salesman, Willie Loman portrays

One of the advantages of personal selling over other types of marketing communication is that

One of the disadvantages associated with personal selling is that

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary. As such, she strives to build strong relationships with customers and

As marketing manager for a newly created software company, Katrina is deciding whether to hire a company sales force. To make this decision, Katrina needs to consider whether

Sales representatives add value for customers by doing all of the following EXCEPT

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps, there is a logic in the sequence. Which of the following would NOT be appropriate in the personal selling process?

Monica works as a salesperson in a retail clothing store. Of the five stages in the selling process, Monica is least likely to engage in

Chesnee works in the office of a building materials company. One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions. Chesnee is involved in the _______________ step of the selling process.

Trade shows are a particularly good source of B2B sales leads because

__________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Brandon is in the process of qualifying leads he received from corporate headquarters. Brandon will assess

Before approaching a potentially major B2B customer, a salesperson will usually

The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

Like any effective salesperson, Frazer walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. After exchanging pleasantries, Frazer will immediately try to create interest in his company's product and establish

Naven knows that he needs to ask a series of questions early in his sales presentation, but he also knows that he

Kyle is preparing for an important sales presentation. He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

Effective salespeople anticipate and handle

For salespeople who practice __________, an unsuccessful close one day may lay the groundwork for a successful close during the next meeting.

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to demonstrate the ____________ dimension of service quality by showing consistently well- maintained yards with neat, professional personnel.

For salespeople, __________ provide(s) a major contact point with customers in the follow-up stage of the selling process and an opportunity to build and improve relationships.

Although ethical and legal issues are associated with all aspects of marketing, personal selling presents unique issues because

The best way for sales managers to instill ethical behavior in the sales force is to

__________ involves the planning, direction, and control of personal selling activities, including recruitment, selection, training, motivation, compensation, and evaluation of members of the sales force.

When Motorola first entered the Mexican marketplace, the company wanted direct control of salespeople in major urban markets but was not as concerned about control in less populated areas of the country. Motorola probably used _____________ in major urban areas and ______________ in less populated areas of Mexico.

Miles worked selling products to industrial users and spent most of his time working on customers' new buy and modified new buy situations. Miles was primarily a(n)

Sue spends much of her time checking inventories, processing straight rebuys, and making sure that everything is going smoothly. Sue is primarily a(n)

The most important activity in recruiting salespeople is determining what the salesperson will be doing and

David's firm had grown steadily and the products and systems had become more and more complicated. He had been a star representative and had personally serviced and developed all his accounts. In the past year or so, David and his sales colleagues have been changing their approach due to the sales growth and increasing product complexity. Customer relationships are now being handled more and more by __________, which is typical of firms experiencing this kind of growth.

By a margin of seven to one in a survey of sales and marketing executives, respondents believed that

Which of the following is NOT considered typical financial compensation for sales representatives?