MAR 17

Question 1

which of the following marketing communication

Answer 1

personal selling

Question 2

a disadvantage of personal selling . is a high turnover rate. the turnover rate refers to which of the following?

Answer 2

the percentage of a sales force that leaves a company in a given year

Question 3

the general personal selling process, which is widely accepted, consists of ____ steps.

Answer 3

seven

Question 4

a prospect list that is generated internally is typically considered ___ than a prospect list generated from external sources.

Answer 4

more valuable

Question 5

a salesperson would be most likely to use Standard & Poor’s during which stage of the personal selling process?

Answer 5

preapproach

Question 6

during which step of the personal selling process is most important for a salesperson to build rapport with a potential customer?

Answer 6

sales presentation

Question 7

what should a salesperson do during the fifth step of the personal selling process?

Answer 7

anticipate and address objections

Question 8

using a(n) ___ close, a salesperson would ask a prospect how much she would like to order.

Answer 8

assumptive

Question 9

it is the responsibility of a ___ to organize, motivate and lead salespeople.

Answer 9

sales manager

Question 10

A(n) ____ sales force is usually less expensive for a company to operate than a(n) ____

Answer 10

inside; outside