SELLING AND SALES PEOPLE

Question 1

transfer of title to goods and services by the seller to the buyer in exchange of money

Answer 1

SALE

Question 2

is the act of selling a product or service in
return for money or other compensation.

Answer 2

SALE

Question 3

It is an act of completion of a commercial
activity.

Answer 3

SALE

Question 4

Employment of men and women who
determine the needs of potential buyers
and attempt to persuade these
prospects to satisfy their needs through
the purchase of products and services

Answer 4

SALE

Question 5

Is the art or
skill in selling

Answer 5

SALESMANSHIP

Question 6

is the art of
convincing and persuading people
to buy the product.

Answer 6

SALESMANSHIP

Question 7

is just transferring the title in goods, services or ideas with a valuable consideration.

Answer 7

SELLING

Question 8

Importance of Salesmanship

One can find virtually no
occupation or profession that does not demand _______

The ____________ usually goes to the seller instead of the seller seeking out for customers.

Answer 8

• Skills
• customer

Question 9

__________________________
* Business Activity

• Person-to-person
  communication process
• Brings long term benefit
  of both parties

Answer 9

Personal Selling

Question 10

Objective of ______________

build a relationship or
partnership which
benefits customer and
salesperson

Answer 10

Salesmanship

Question 11

Role of Salespeople in Business

Competition is ________.

Answer 11

keen.

Question 12

• Methods of
  Communication w/
  Customers

Answer 12

1. personal selling
2. advertising
3. sales promotion
4. publicity
5. word of mouth

Question 13

face to face

Answer 13

personal selling

Question 14

Impersonal mass

Answer 14

Advertising

Question 15

extra value, incentives to customers

Answer 15

Sales Promotion

Question 16

communication through significant unpaid presentations about the firm

Answer 16

publicity

Question 17

way of communication to
costumer at no cost

Answer 17

Word of Mouth

Question 18

Coordinated communication programs to maximize the
impact of program to customers

Answer 18

INTEGRATED MARKETING
COMMUNICATION

Question 19

is the coordination and integration of all marketing
communication tools, avenues, functions and sources within a company into a seamless program that maximizes the impact on consumers and other end users at a minimal cost.

Answer 19

INTEGRATED MARKETING
COMMUNICATION

Question 20

A management concept that is designed to make all
aspects of marketing communication such as
advertising, sales promotion, public relations, and direct marketing work together as a unified force, rather than permitting each to work in isolation.

Answer 20

INTEGRATED MARKETING
COMMUNICATION

Question 21

Acquires information about its environment and
remembers this information so that it can guide organization decisions and actions even if employees in the organization change.

Answer 21

LEARNING ORGANIZATIONS

Question 22

Acquires information about its environment and
remembers this information so that it can guide organization decisions and actions even if employees in the organization change.

Answer 22

LEARNING ORGANIZATIONS

Question 23

developing knowledge to
do present activities
better

Answer 23

Adaptive Learning

Question 24

firm go beyond their present product, markets,
policies and procedures to
develop new insights.

Answer 24

generative learning

Question 25

types of Salesprson

Answer 25

Manufacturer’s Sales People Wholesaler’s Sales People Retailer’s Sales People Specialty Sales People

Question 26

They are salespeople who may sell to wholesalers, retailers, or other middlemen.

Answer 26

Manufacturer’s Sales People

Question 27

Those who sell to ultimate consumers Those who sell to industrial concerns

Answer 27

Manufacturer’s Sales People

Question 28

People who work for manufacturers and who sell to the distributive trades can be further grouped into three major types: The Pioneer-Products Sales People The Dealer-Servicing Sales People The Merchandising, Detail and Missionary Sales People

Answer 28

Manufacturer’s Sales People

Question 29

These are individuals whose function is to secure outlets for a new product to wholesalers, distributors, and dealers.

Answer 29

The Pioneer-Products Sales People

Question 30

To attain success in this particular field of selling, one must be self-reliant, self-generating, aggressive, and imaginative.

Answer 30

The Pioneer-Products Sales People

Question 31

To attain success in this particular field of selling, one must be _______, __________, ____________, and _____________.

Answer 31

self-reliant, self-generating, aggressive, and imaginative.

Question 32

There will never be a surplus of individuals in this field. (they may be selling computers, dvd players, refrigerators and brand new watches.

Answer 32

The Pioneer-Products Sales People

Question 33

Sales people of this type need not be as aggressive or imaginative as the first type.

Answer 33

The Dealer-Servicing Sales People

Question 34

Persistence, enthusiasm, warmth, and friendliness are necessary traits for this type of salesman. These sales people enjoy greater security, steadier income, and less wear-and-tear on their nervous system.

Answer 34

The Dealer-Servicing Sales People

Question 35

They contact retailers or wholesalers at frequent intervals, offer whatever goods they have, thus preventing his established group of outlets from an “out-of-stock” situation.

Answer 35

The Dealer-Servicing Sales People

Question 35

They differ from the pioneer-products man and dealer-servicing man in such way that their chief duty is to promote

Answer 35

The Merchandising, Detail and Missionary Sales People

Question 36

They are sometimes called “sales promoter” because they gather latest information about their target market, give advice and counseling to middlemen and try to favorably influence sales volume.

Answer 36

The Merchandising, Detail and Missionary Sales People

Question 37

Traditionally, these individuals are called “merchandisers”, “detailers”, and “missionaries”

Answer 37

The Merchandising, Detail and Missionary Sales People

Question 38

The merchandisers get in touch with company jobbers and dealers and increase the sales volume by: Giving ________ ___________ for the middlemen’s sales people, giving more emphasis on product knowledge and applications.

Answer 38

sales training

Question 39

_____________________ Extending helping hand in solving the usual problem in the ordinary course of the business such as: * Missing shipments * Defective goods * Consumer complaints * Unusual application of the goods

Answer 39

Offering in-store product displays;

Question 40

Helping check dealer ____________ and taking orders for needed fill-ins and forwarding the orders to the distributor with whom the dealer prefers to do the business.

Answer 40

inventory

Question 41

Offering ______________ on how to manage the business more effectively. As the dealer prospers, so will the dealer’s suppliers.

Answer 41

unselfish advice

Question 42

The _________ are employed by drug and textbook companies. The _____________ is usually hired by manufacturers who do not sell their products directly to the consuming public but who supply materials or component parts of other users or manufacturers.

Answer 42

detailers missionary

Question 43

This refers to an individual who acts as the intermediary between the manufacturer and the retailers or industrial users and carry thousands of unrelated lines of merchandise in a warehouse where they are quickly available to dealers.

Answer 43

Wholesaler’s Sales People

Question 44

The middlemen between the manufacturer and retail merchant or industrial consumer who serves several usual functions by carrying thousands of items in a warehouse where they are quickly available to dealers.

Answer 44

Wholesaler’s Sales People

Question 45

They are considered important links in the marketing channel because they are both marketers and consumers. They are customer’s of producers and wholesalers.

Answer 45

Retailer’s Sales People

Question 46

There middlemen between the manufacturer and retail merchant or industrial consumer who serves several usual functions by carrying thousands of items in a warehouse where they are quickly available to dealers.

Answer 46

Retailer’s Sales People

Question 47

They carry only one complete line of merchandise. The merchandise they sell are usually higher in prices and call for personal selection by customer.

Answer 47

Specialty Sales People

Question 48

This type of sale necessities ingenuity, initiative, perseverance, and considerable selling skill.

Answer 48

Specialty Sales People

Question 49

Two classifications of specialty sales people:

Answer 49

1. Consumer goods specialties 2. Industrial goods specialties

Question 50

This type of sales people handles products such as vacuum cleaners, refrigerators, encyclopedias, brushes, cosmetics, greeting cards, books, or pots and pans.

Answer 50

Consumer goods specialties

Question 51

They sell products like cash registers, office machines, industrial machines and they are trained to render service as well as to make sales. They are often referred to as trouble shooters of the company.

Answer 51

Industrial goods specialties

Question 52

"THE MOST POWERFUL INGREDIENT IN BUSINESS IS POSITIVE MOMENTUM, GET IT AND KEEP IT"

Answer 52

- Dan Lightfritz