Marketing Study Set 20

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

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

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

Customers' use of web-based and social technologies means that buyers are initiating contact with sellers much later in the sales process.

In relationship selling, the focus for salespeople is in meeting periodic sales quotas.

Technical specialists and sales engineers are both nonmanagerial sales support roles.

A product that is infrequently purchased benefits from the use of personal selling.

The digital transformation of advanced economies has erased the need for salespeople.

Missionary salespeople are both order-takers and order-getters.

Having a positive attitude has not been shown to have any effect on sales performance.

The follow-up stage is a one-time event; it is not used for repeat customers.

A strong rapport deepens the quality of the relationship between the customer and the salesperson, making successive sales easier.

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.

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.

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.

Because the duties of delivery salespeople revolve around order-taking, they typically manage a large customer base.

Channel sales representatives may be accurately described as order-takers.

Advantages may or may not be connected to an expressed or actual customer need.

Key-account sellers are responsible for a large number of important accounts.

Common techniques for overcoming objections include acknowledging the objection, postponing, and denial.