Personal Selling and Sales Management MCQs

?

Personal selling involves the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a per...






?

The practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time is called:






?

Which type of salesperson would most likely be involved in an industrial straight rebuy situation?






?

A salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy,...






?

Which type of sales support personnel concentrate on performing promotional activities?






?

The process which consists of six stages; prospecting, pre approach, approach, presentation, close, and follow-up is called the:






?

At which stage in the personal selling process do you search for and qualify potential customers?






?

Identifying the prospect’s role in the buying centre would be typically done in which stage of the personal selling process?






?

A selling format that assumes a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform...






?

Excuses for NOT making a purchase commitment or decision are called:






?

At which stage of the personal selling process would you obtain a purchase commitment from the prospect?






?

The following statement represents which type of close? "Do you like the four-door model?"






?

The final stage in the personal sales process is the _________ stage.






?

An effective sales plan objective should be:






?

The three organizational structures a company may use if it chooses to employ its own salesforce are based on:






?

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term relationships is called:






?

A formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and avail...






?

Research on salesperson motivation suggests that what produces motivated salespeople is: (1) a clear job description, (2) effective sales management p...






?

The most frequently used type of compensation plan is a:






?

The use of technology designed to make the sales function more effective and efficient is called: