Chapter 1

Question 1

Refers to personal communication with an audience through paid personal of an organization or its agents in such a way that audience perceuveds the communicator’s organization as being the source of the message.

Answer 1

Personal Selling

Question 2

Evolution of Personal Selling

Answer 2

Industrial Revolution, Post- Industrial, War and Depression, Modern Era

Question 3

Industrial Revolution

Answer 3

Paddlers selling door to door, served as intermediaries

Question 4

Post- Industrial

Answer 4

Business organizations employed salespeople

Question 5

War and Depression

Answer 5

Selling function became more structured

Question 6

Modern Era

Answer 6

Selling function became more professional

Question 7

Significance of The Evolution of personal Selling

Answer 7

Implies the historical flow of personal selling such as the ancient era of trading and
barter system in the Philippines until now that we are enjoying face to face Selling, to
multi media platform of doing sellin

Question 8

Relationship focused

Answer 8

Long term thinking, Developing relationship takes priority over getting the sake, Interaction between buyer and seller is collaborative, Salesperson is customer-oriented

Question 9

Transaction-Focused

Answer 9

Short term thinking, Making the sale has priority over most other considerations, Interactions between buyer and seller is competitive, Salesperson is self interested oriented

Question 10

Personal Selling

Answer 10

Most salespeople are well-educated, well trained professionals who work to build and maintain long-term customer relationship

Question 11

Order taker

Answer 11

Department store clerk

Question 12

Order getter

Answer 12

Demands creative selling and relationship building

Question 13

Salesperson

Answer 13

An individual representing a company to customer by performing one or more of the folling activities: prospecting communicating, selling, servicing, information gathering and relationship building

Question 14

Four Sales Channels

Answer 14

Over the counter selling , Field Selling, Telemarketing, Inside Selling

Question 15

Personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business

Answer 15

Over the counter selling

Question 16

Sales presentations made at preospective customers’ homes or businesses on a face-to-face basis

Answer 16

Field Selling

Question 17

promotional presentation involving the use if telephone

Answer 17

Telemarketing

Question 18

Performing the functions of field selling but avoiding travel-related expenses by relyon on phone, mail and electronic commerce to provide ales and product service for customer on a continuing basis

Answer 18

Inside Selling