selling test key - Selling 1 Personal selling is traditionally defined as the communication of information to persuade a prospective customer to buy

selling test key - Selling 1 Personal selling is...

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Selling 1. Personal selling is traditionally defined as the ______ communication of information to persuade a prospective customer to buy something which satisfies that individual’s needs. Personal 2. A new and more appropriate definition of person selling stresse the importance of ______ (Please select the best answer with emphasis on new) being unselfish 3. The Golden Rule of personal selling refers to the sales philosophy of: Unselfishly treating other as you would like to be treated 4. _____ refers to making a contribution to the welfare of others. Service 5. Peter sells electrical supplies to homeowners and ultimate consumers. Peter’s organization buys the electrical supplies form various distributors. Peter can be best classified as a(n) ______. Retail salesperson 6. A(n) _____ concentrates on performing promotional activities and introducing new products rather than directly soliciting orders. Detail salesperson 7. A sales engineer: Sells products that call for technical expertise. 8. In which of the following industries are you most likely to find a sales engineer being used? Robotics 9. Which of the following is identified by the text as a conceptual skill? Thinking strategically 10. What is one of the reasons people take sales jobs? High degree of freedom 11. The “heart” of the eight work characteristics for sales success is: Love of selling. 12. During the ____ step of the selling process, salespeople try to identify potential buyers. Prospecting 13. For decades, people in Rome, Georgia, drank more Coca-Cola per capita than anywhere else in the world. That success has been attributed to the Barron family who were the local bottlers for Coke products. The Barrons believe that their success was due to customer loyalty. Through most of the twentieth century, the bottler cultivated small
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Selling retailers and worked hard, selling Coke from stores to schools to doorsteps. The personal service remembered by people who grew up in Rome. When someone passed away, the Coke salesperson would leave a couple of cases on the deceased’s family’s front porch. Because the Rome Coke bottler stressed the wants of the buyers, it is obvious that it was a supporter of: The marketing concept. 14. For decades, people in Rome, Georgia, drank more Coca-Cola per capita than anywhere else in the world. That success has been attributed to the Barron family who were the local bottlers for Coke products. The Barrons believe that their success was due to customer loyalty. Through most of the twentieth century, the bottler cultivated small retailers and worked hard, selling Coke from stores to schools to doorsteps. The personal service remembered by people who grew up in Rome. When someone passed away, the Coke salesperson would leave a couple of cases on the deceased’s family’s front porch. In Rome, the small retailers that sold Coke products were an important part of the ____ element of the marketing mix.
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  • Spring '14
  • DaleL.Meller
  • Sales, sales manager, Coke salesperson

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