Chapter 2

Question 1

Importance of personal selling to Customers

Answer 1

1. Helps in Identifying Needs
2. Latest Market information
3. Detailed Demonstration
4. Expert Advice

Question 2

Importance of personal selling to Businessmen/Company

Answer 2

1. Effective promotional tool
2. Flexible tool
3. Minimizes Wastage of Efforts
4. Customer Attention
5. Lasting Relationship
6. Personal Relationship
7. Role in Introduction Stage

Question 3

Importance of personal selling to Society

Answer 3

1. Removes Ignorance
2. Assist the Society
3. Employment opportunities
4. Mobility of Sales People

Question 4

Importance of personal selling to Government

Answer 4

Contributes to GDP growth of the country

Question 5

Salespeople become future leaders in the organization (T or F)

Answer 5

T

Question 6

Salespeople

Answer 6

generate revenue, provide market research and customer feedback

Question 7

Objectives

Answer 7

are the goals around which strategic plan is formulated, a plan
need goals to create a meaningful plan or what should be your direction in
achieving your goals.

Question 8

Strategies

Answer 8

hese are plan of action or solutions which develop by the sales
executives and the sales force to reach the plan objectives.

Question 9

Tactics

Answer 9

are activities which must be performed by people in order to carry
out the strategy or the so called “ plan implementation in details”.