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Marketing Chapter 17

Which of the following statements is an example of personal selling?
A Tupperware consultant demonstrates the firm’s products to you and your friends in the comfort of your home.
A disadvantage of the straight salary compensation plan is that
it provides little incentive to expand sales volume.
Sales plan formulation involves
developing account management policies.
The tasks involved in managing personal selling include setting objectives; organizing the salesforce; __________; and evaluating the performance of individual salespeople.
recruiting, selecting, training, and compensating salespeople
Which of the following statements should the salesperson use if she wished to ignore the objection?
“As I was saying, …”
What does major account management refer to?
It is the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
What are the three closing techniques used when a salesperson believes a buyer is about ready to make a purchase?
trial, assumptive, and urgency
Three major presentation formats exist: (1) __________; (2) formula selling format; and (3) need-satisfaction format.
stimulus-response format
In the personal selling process, a telemarketer who calls and asks the head of the household, “Are you happy with your current mobile phone service provider?” is engaged in __________.
prospecting
Sales management consists of three interrelated functions: (1) sales plan formulation; (2) sales plan implementation; and (3) __________.
salesforce evaluation

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