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Exam 12: Personal Selling

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Question 61

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The adoption of the marketing concept at the level of the individual salesperson and the customer is referred to as

A) the personal selling process.
B) customer-oriented selling.
C) social selling.
D) sales 2.0.
E) adaptive selling.

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Question 62

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A sales _____ is a projection of achievable revenue over an identified future period.

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Question 63

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Missionary salespeople are both order-takers and order-getters.

Sales territories are typically defined on the basis of

Which of the following activities is not included in sales force management?

In SPIN selling,problem questions are designed to get the buyer thinking about the value of finding a solution to the problem.

What is the function of a channel sales representative?

Many firms seek to promote _____ behavior by emphasizing core organizational values and strictly enforcing codes of ethics.

What is the theory behind the incremental productivity method?

Adaptive selling refers to the altering of sales behavior during a customer interaction or across customer interactions based on perceived information about the selling situation.

Highly customer-oriented salespeople see things from the perspective of the ______.

During which step of the personal-selling process does the salesperson establish a rapport that sets a foundation for the relationship and asks questions to learn more about the prospect and his or her needs and wants?

_____ _____ management involves the planning,direction,and control of personal selling activities.

A _____ specialist contributes expertise in the form of product demonstrations and trials,and by offering recommendations for complex equipment.

Key-account sellers are responsible for a large number of important accounts.

How are organizations using data analytics to boost sales productivity? Give an example of an analytics-based application.

Generating sales by promoting the firm and encouraging demand for its products is the role of a _____ salesperson.

Because the duties of delivery salespeople revolve around order-taking,they typically manage a large customer base.

A person with a background in engineering,computer science,or physics might choose to work as a technical specialist in a high-tech sector.This type of support role is referred to as a(n)

A product that is viewed as risky benefits from the use of personal selling.