Personal Selling and Sales Management Flashcards
A(n) __________ contains specific goals assigned to a salesperson, sales team, branch sales office or sales district for a stated time period.
A. Income statement
B. Sales quota
C. Last year/current year sales ratio report
D. Sales call report
B
Holly is in the midst of one of her biggest sales presentations of the year. She has targeted the right audience, gathered information and practiced before the presentation so that she can effectively present everything she intends. Holly made a good first impression and she utilized all of her materials in the core of the presentation. She has emphasized all the key customer benefits of her product. What is Holly’s next step?
A. Pre-Approach
B. Close
C. Approach
D. Follow-Up
B
Which of the following is not a key characteristic that exemplifies a salesperson who is engaged in “Relationship Selling”?
A) Never turns down a sale from a customer
B) Keeps promises made to the customer
C) Expressed genuine concern for the customer
D) Uses knowledge of the industry and the company to help meet customer needs
A
Frank is a world class copy machine salesman. In his never-ending quest for sales, he sees a business card for Mary’s Marketing Research tacked up on a bulletin board at Sonny’s BBQ and decides to look into the possibility of making a sale. He is currently investigating Mary’s copying needs and her purchase authority, but he hasn’t gotten any solid information about her at this point. What is the term that describes Mary at this point in Frank’s personal selling effort?
A) A lead
B) An enigma
C) A customer
D) An opportunity
A
Lauren is attempting to make the biggest sale of her career. She knows how important this particular sale is, so she is really doing her homework. She is gathering as much information about her client as she can and has set a specific sales goal. Now, she has prepared her presentation and is going to practice it until she knows it backwards and forwards. Lauren is currently where in the selling process?
A) Presentation
B) Prospecting
C) Preapproach
D) Close
C
Cynthia works for a small sports apparel company called Game Face that is expanding to larger markets. At Game Face, Cynthia is in charge of recruiting the sales force for this expansion. She knows the number of retailers nationally is estimated to be 27,500 sports apparel outlets. The amount of available selling time on average for each member of the sales force is 1,250 hours a year. She expects each salesperson to meet with his/her customers three times every month, for about forty-five minutes each time. Using the workload method, determine the number of salespeople Cynthia needs.
A) 356
B) 59
C) 50
D) 594
D
