Marketing The Core Study Set 5

Business

Quiz 18 :

Personal Selling and Sales Management

Quiz 18 :

Personal Selling and Sales Management

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Which of the following statements regarding the role of salespeople is most accurate?
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A

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The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence the purchase decision of a person or group is referred to as
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B

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Sales management refers to
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A

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According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except which?
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The primary way in which relationship selling creates customer value is by
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Personal selling requires the ________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence the purchase decision of a person or group.
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Lindsey Smith's selling success at GE is due in large part to her
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Personal selling may play a dominant role in a firm's marketing program, especially if it
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Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.
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Relationship selling refers to
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Which of the following statements regarding the role of salespeople is most accurate?
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Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as
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"Everyone lives by selling something" was an observation made by
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According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career except which?
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The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as
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The tasks involved in managing personal selling include all of the following except which?
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Which of the following is a task involved in managing personal selling?
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Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to
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Personal selling includes all of the following modes of communication except which?
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Personal selling serves several major roles in a firm's overall marketing effort; for one, salespeople
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