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Exam 20: Personal Selling and Sales Management

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Question 51

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Why is recruitment such an important part of sales management?

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The sales representative is the emissary...

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Question 52

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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.

A) generate leads
B) preapproach
C) closing the sale
D) follow-up
E) sales presentation

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Question 53

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Hiro sells building materials to local contractors.He wants to build long-term relationships with his contractors through effective follow-up.After delivering the materials ordered,Hiro can demonstrate __________ by checking with his contractors right after the delivery and addressing any problems promptly.

Why are nonfinancial rewards important?

As marketing manager for a newly created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not

Geraldine is in NEC's sales training program.She will probably be taught that all a salesperson needs to do is ask questions.

Salespeople should be evaluated and rewarded only for those activities and outcomes that

Like any effective salesperson,Tiffany walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Tiffany will try to create interest in her company's product.Tiffany will likely __________ to adapt or customize her presentation to match the customer's needs.

Merl,an architect,made his presentation to the potential customer and handled objections.What does Merl need to do next,and why is this stage so stressful?

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ___________ stage of the selling process.

When a plumbing contractor drove up to Bill's house in a brand-new Mercedes,Bill decided this person would be too high-priced even before the plumbing contractor offered his bid.Bill made the mistake of

One of the major responsibilities of being a sales rep is being the frontline emissary for one's firm.

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

The International Consumer Electronics Show is an example of

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

Jobs in sales are among the highest-paying careers for college graduates.

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

Fred sells health insurance packages for small businesses.He has been given the names of 10 new businesses in his town.During the qualifying leads stage of the selling process,Fred will likely try to assess which of the 10 businesses

Every Monday during the month of December,salespeople who had the highest sales the previous week participated in a package surprise,where each would receive a package containing either a $50 or a $100 bill.This short-term incentive is known as a

Trent is creating a sales force for his new hydrogen-powered vehicles company.What questions will Trent will need to address when creating a sales force?