Chapter 6 Flashcards
Jennette is trying to locate businesses in her territory she has not called upon. Jennette is:
Prospecting.
A building materials salesperson who is only allowed to sell to drywall contractors in a state, even though general contractors in the area also buy drywall, is working in a(n):
Exclusive sales territory.
Brenda has several great customers who are constantly referring new people to her. She always remembers to thank these customers and show her appreciation to these sales:
Promoters.
Danielle asks her customer whether Greg, her neighbor might be interested in the home security system she is selling. Danielle is using the _____________ selling method
Endless chain.
Sales people sometimes find small, informal groups of people in similar positions with different companies, who meet and communicate regularly. For a sales person, these groups represent a potential:
Buying community
A package of postcards from a number of different firms sent as a group that allow recipients to fill in their names and addresses to request more information about the products advertised is a:
Postcard pack.
NAICS means:
North American Industry Classification System.
Data mining by salespeople means:
Using statistical methods to learn more from existing data.
Rebecca has been given sample magazines and order forms, and been instructed to start knocking on doors to see if she can find someone who is interested in buying a subscription. Rebecca is engaged in:
Cold calling.
Which of the following is NOT one of the guidelines for organizing and managing a webinar?
the subject should be broad and of interest to consumers as well as prospects
Which of the following statements about telemarketing is true?
Outbound telemarketing is used to generate and then qualify leads.
