Marketing Study Set 20

Business

Quiz 9 :

Personal Selling

Quiz 9 :

Personal Selling

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Tips for building rapport offered by the Dale Carnegie Institute can be summarized on these three points: be happy, be assertive, and be knowledgeable.
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True False
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False

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For complex purchase situations, effective advertising and sales promotion are more effective than personal selling.
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True False
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False

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In the summary close, the salesperson acts as if the buyer has already decided to purchase.
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True False
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False

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Customers' use of web-based and social technologies means that buyers are initiating contact with sellers much later in the sales process.
True False
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In relationship selling, the focus for salespeople is in meeting periodic sales quotas.
True False
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Technical specialists and sales engineers are both nonmanagerial sales support roles.
True False
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A product that is infrequently purchased benefits from the use of personal selling.
True False
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The digital transformation of advanced economies has erased the need for salespeople.
True False
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Missionary salespeople are both order-takers and order-getters.
True False
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Having a positive attitude has not been shown to have any effect on sales performance.
True False
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The follow-up stage is a one-time event; it is not used for repeat customers.
True False
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A strong rapport deepens the quality of the relationship between the customer and the salesperson, making successive sales easier.
True False
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Identifying which potential customers within the firm's target market have not only a desire for the product, but also the authority to purchase it and the resources to pay for it is called prospecting.
True False
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Customer-oriented salespeople are more likely to adopt a solution-centric approach to the sale-one that is better in the end for both the seller and the buyer.
True False
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Handling customer objections is often the most difficult part of the personal-selling process because it does not offer the salesperson a chance to fully stress the benefits of the product.
True False
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Because the duties of delivery salespeople revolve around order-taking, they typically manage a large customer base.
True False
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Channel sales representatives may be accurately described as order-takers.
True False
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Advantages may or may not be connected to an expressed or actual customer need.
True False
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Key-account sellers are responsible for a large number of important accounts.
True False
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Common techniques for overcoming objections include acknowledging the objection, postponing, and denial.
True False
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