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19 Cards in this Set
- Front
- Back
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Who is the link between the company and the customer?
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Salesperson
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How does information flow in personal selling?
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Both ways, to and from the buyer to the seller.
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What is the difference between an outside order taker and an inside order taker?
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An outside order taker visits the customer to make sure everything is ok.
An inside order taker waits for the customer and answers simple questions. |
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What is the difference between an order taker and an order getter?
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An order taker just continues the relationship that already exists between the supplier and customer. An order getter goes out and locates prospective customers and tries to persuade them to purchase from the company.
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What are the 6 stages of the personal selling process?
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1.) Prospecting
2.) Preapproach 3.) Approach 4.) Presentation 5.) Close 6.) Follow-up |
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What part of the personal selling process do you search for potential customers?
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Prospecting
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What part of the personal selling process do you gather information and decide how to begin the interaction?
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Preapproach
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What part of the personal selling process do you gain the prospect's attention and stimulate interest?
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Approach
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What part of the personal selling process do you convert the prospect into a customer by creating a desire for the product or service?
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Presentation
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What part of the personal selling process do you obtain a purchase commitment?
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Close
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What part of the personal selling process do you ensure that the customer is satisfied with their purchase?
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Follow-up
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What are the 3 different ways a company can organize their sales force?
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1.) Geography
2.) Customer 3.) Product or service |
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In the Sales Plan Formulation of the Sales Management Process, what are the 3 steps?
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1.) Set objectives
2.) Organize salesforce 3.) Develop account management policies |
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In the Sales Plan Implementation of the Sales Management Process, what are the 3 steps?
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1.) Recruitment and selection
2.) Training 3.) Motivation and compensation |
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What are the 2 ways to evalute the sales force?
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1.) Quantitative - quotas
2.) Behavioral - attitude assessment, etc. |
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What kind of compensation should you go with if there are minimal non-selling tasks?
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Straight Commission
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What kind of compensation is prone to sales reps providing inadequate support for smaller accounts?
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Straight Commission
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What kind of compensation is best when sales territories require some more developmental work?
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Straight Salary
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What kind of compensation is best with new sales reps?
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Straight Salary
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