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Exam 18: Personal Selling and Sales Management

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Question 91

Multiple Choice

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Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers. When its salesperson told the prospect, "For this week only, we will pay all the shipping costs for new customers," the salesperson was using a(n) :

A) consultative close.
B) urgency close.
C) assumption close.
D) reactive close.

E) All of the above
F) A) and B)

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Question 92

Multiple Choice

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The workload method of determining the size of a salesforce is a:

A) method of identifying the target market that most closely meets the special skills of the salesforce.
B) method of determining a fair and equitable compensation plan that includes more than simply sales revenue; it includes a weighted system for different types of items or different-sized territories.
C) formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure.
D) statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.

E) B) and C)
F) None of the above

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Question 93

Multiple Choice

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While eating dinner you receive a call from someone asking if you need new windows. This is an example of?

Identifying the prospect's role in the buying center would be typically done at the ________ stage of the personal selling process.

Compaq Computer Corporation shifted its entire Canadian salesforce into home offices and saved $10 million in staff salaries and office rent despite spending $8,000 to equip each home office with a notebook computer, fax/copier, cellular phone, two phone lines, and office furniture. Such decreased selling costs are among the benefits of:

Describe the importance of gender intelligence in the sales process.

Figure 18-3 -As shown in Figure 18-3, at which stage would a salesperson learn that the best time to call their prospective list of university professors is between 7 and 8 pm?

Customer value creation occurs through focusing on:

Which type of sales presentation would be suitable for an inexperienced, less knowledgeable salesperson?

Which role is likely to hear the statement: "Hey Stan, it's me at RBC. I need to order another two flats of printer paper, shipped to the normal location. Thanks. Bye."?

DuPont assigned chemists, sales and marketing executives, and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year. This type of sales approach is called:

Which of the following Canadian companies has initiated some kind of gender-intelligent sales strategy according to the text?

Seminar selling is a method of personal selling in which:

A home seller asks a prospect whether they want to be connected with their mortgage broker of choice. When the home seller asks this question to the prospect, they are attempting a(n) :

Mail Boxes Etc. (MBE) established a strategic relationship with UPS, whereby UPS took a 10 percent equity position in MBE. The combination of the resources and the expertise of MBE and UPS helped the sale of MBE franchises. The two companies engaged in_________ in which they shared customer, competitive, and company information for each other's mutual benefit and, in turn, to benefit MBE's customers.

After securing a customer contact for a new IT router product, Mike, the salesperson, passes along her name to Michelle, who discusses technical details with the customer contact to understand what exactly is needed. Michelle is likely a(n) :

The face-to-face activity that occurs when you go to a car dealer and speak with a representative is likely:

The final stage in the personal selling process is the:

Which stage in the personal selling process will a salesperson begin converting a prospect into a customer by creating a desire for the product he or she is selling?

Partnership selling is sometimes called: