Question 1

Industry research shows that outside order getters,or field service representatives,spend 36 percent of their time selling,and another ________ percent is devoted to generating leads and researching customer accounts.

Accepted Answer

Industry research shows that outsider order getters,or field service representatives spend 36 percent of their time selling,and another 15 percent is devoted to generating leads and researching customer accounts.

Question 2

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________,versus $500 for a single field sales call.

Accepted Answer

It is estimated that the average cost of an outbound telemarketing sales call is about $20 to $25.

Question 3

Missionary salespeople are

Accepted Answer

Key term definition-missionary salespeople.

Question 4

Salespeople called ________ typically answer simple questions,take orders,and complete transactions with customers.

Accepted Answer

Key term definition-inside order takers.

Question 5

An order getter is

Accepted Answer

Key term definition-order getter.

Question 6

Which of the following statements regarding outside order getters is most accurate?

Accepted Answer

Order getting by outside salespeople is expensive.The average cost of a single field sales call on a business customer is about $500.

Question 7

It is estimated that the average cost of a single field sales call on a business customer is about ________,factoring in salespeople's compensation,benefits,and travel-and-entertainment expenses.

Accepted Answer

It is estimated that the average cost of a single field sales call is $500.

Question 8

________ are often employed by companies that use inbound telemarketing,such as for a retailer's catalog phone banks.

Accepted Answer

Inside order takers are often employed by companies that use inbound telemarketing,the use of toll-free telephone numbers that customers can call to obtain information about products or services and make purchases.

Question 9

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Accepted Answer

Key term definition-inbound telemarketing.

Question 10

All of the following statements regarding order getters are true except which?

Accepted Answer

An order getter sells in a conventional sense and identifies prospective customers,provides customers with information,persuades customers to buy,closes sales,and follows up on customers' use of a product or service.On the other hand,order takers generally do little selling in a conventional sense.They often represent products that have few options,such as magazine subscriptions and highly standardized industrial products.

Question 11

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

In business-to-business settings,order taking arises in straight rebuy situations as described in Chapter 6.

Question 12

Jessi called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing.This telephone number is an example of

Accepted Answer

Inbound telemarketing is the use of toll-free telephone numbers that customers can call to obtain information about products and make purchases.

Question 13

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Accepted Answer

Inbound telemarketing is the use of toll-free telephone numbers that customers can call to obtain information about products and make purchases.

Question 14

Which of the following statements regarding order getters is most accurate?

Accepted Answer

Order getting involves a high degree of creativity and customer empathy and is typically required for selling complex or technical products with many options,so considerable product knowledge and sales training are necessary.

Question 15

Which of the following statements regarding order getters is most accurate?

Accepted Answer

Order getting involves a high degree of creativity and customer empathy and is typically required for selling complex or technical products with many options,so considerable product knowledge and sales training are necessary.

Question 16

What percentage of a sales representative's time is spent selling?

Accepted Answer

Thirty six percent of an average field sales representative's time is actually spent selling by phone or face-to-face.

Question 17

The practice of using the telephone rather than personal visits to contact customers is referred to as

Accepted Answer

Key term definition-outbound telemarketing.

Question 18

Which form of personal selling has the lowest requirement for problem solving?

Accepted Answer

Order takers generally do little selling in a conventional sense and engage in only modest problem solving with customers.

Question 19

When Jason called the toll-free number to order two children's books from the Chinaberry catalog,the firm was using

Accepted Answer

Inbound telemarketing is the use of toll-free telephone numbers that customers can call to obtain information about products and make purchases.

Question 20

On a recent shopping excursion at a local Target store,Jim Krause went from aisle to aisle selecting the products he needed.He bought a variety of products,including shampoo,toothpaste,and several pairs of socks.The only salesperson Krause encountered was the person at the checkout counter.The checkout person at Target would best be described as a(n)

Accepted Answer

Inside order takers are also called salesclerks or order clerks.Inside order takers are not actively involved in the creative personal selling process.Rather,these salespeople answer simple questions,take orders,and complete transactions with customers.

Quiz 20: Personal Selling and Sales Management

Industry research shows that outside order getters,or field service representatives,spend 36 percent of their time selling,and another ________ percent is devoted to generating leads and researching customer accounts.

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________,versus $500 for a single field sales call.

Missionary salespeople are

Salespeople called ________ typically answer simple questions,take orders,and complete transactions with customers.

An order getter is

Which of the following statements regarding outside order getters is most accurate?

It is estimated that the average cost of a single field sales call on a business customer is about ________,factoring in salespeople's compensation,benefits,and travel-and-entertainment expenses.

________ are often employed by companies that use inbound telemarketing,such as for a retailer's catalog phone banks.

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

All of the following statements regarding order getters are true except which?

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Jessi called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing.This telephone number is an example of

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Which of the following statements regarding order getters is most accurate?

Which of the following statements regarding order getters is most accurate?

What percentage of a sales representative's time is spent selling?

The practice of using the telephone rather than personal visits to contact customers is referred to as

Which form of personal selling has the lowest requirement for problem solving?

When Jason called the toll-free number to order two children's books from the Chinaberry catalog,the firm was using