MARKETING MANAGEMENT-TEST 3(April 28)
In the personal selling process, a telemarketer who calls and asks the head of the
household, “If you were to die tomorrow, would your family be cared for?” is engaged
closing the sale.
creating a preapproach.
A(n) _____ is an individual or organization that wants a product, can afford to buy it, and
is the decision maker:
During the _____ stage of personal selling, a salesperson would learn if her prospect
liked to talk about sports before getting down to business or preferred to waste no time
with idle chatter.
As a salesperson asks questions about a prospect's office operations, the prospect asks,
"What I really want is quality bond paper at the lowest price I can get."
stops asking questions and pulls out a comparative price list that shows her company's
paper is the lowest priced on the market.
The salesperson has engaged in:
Which of the following statements should the salesperson use to postpone a prospect's
"I think I might be able to explain that better to you after showing you this diagram."
"Yes, you're right, it is lighter, but that is done intentionally to make your work
It does have a shorter shelf life, but that hasn't really been a problem.
is so popular it never gets to stay on the shelf that long anyway."
“Where did you hear that?
Your source must have erroneous information.”
"As I was saying, . . . "