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Exam 9: Personal Selling

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Question 81

Multiple Choice

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

A) find as many potential customers as possible.
B) find qualified prospects.
C) identify a customer's product needs.
D) identify a firm's key decision makers.
E) have the salesperson meet the prospective customer.

F) A) and C)
G) C) and D)

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Question 82

Multiple Choice

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Which market-based approach seeks to match the competitors' sales force size to ensure competitive coverage?

A) equalized workload method
B) lead scoring
C) team selling
D) incremental productivity method
E) competitive benchmarking

F) A) and C)
G) A) and E)

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Question 83

Multiple Choice

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Lead scoring is an approach used to numerically rate a company's best

Felix works in the men's department of a major retail store. He helps customers find what they are looking for and rings up sales that customers bring to the check-out counter. Felix is considered to be a(n)

Personal selling is ________ effective for products that are viewed as risky. (more/less)

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

What type of salesperson generates sales by promoting the firm and encouraging demand for its goods and services, but does not actually take orders for the product?