Chapter17 exercise for multiple choice and true or false

Chapter17 exercise for multiple choice and true or false -...

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Personal Selling and Direct Marketing Multiple Choice 1. Which of the following communication and promotion tolls involve direct connections with customers aimed toward building customer-unique value and lasting relationships? a. personal selling b. direct marketing c. e-commerce d. both a and b (d; Moderate) 2. _____ involves two-way, personal communication between salespeople and individual customers – whether face-to-face, by telephone, through video or Web conferences, or by other means. a. Advertising b. Persuasive selling c. Personal selling d. Integrated marketing communication (c; Easy) 3. A growing trend for many companies is to use a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. This approach is called _____. a. department selling b. multiple selling c. team selling d. management-controlled selling (c; Easy) 4. The “heart” of any successful sales force organization is _____. a. the recruitment and selection of good salespeople b. current and relevant customer research data c. relevant and extensive sales training d. sales managers who work with their people (a; Challenging) 5. Which of the following traits should salespeople have? a. enthusiasm
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This note was uploaded on 06/13/2011 for the course ACCOUNTING 1204 taught by Professor Chang during the Summer '11 term at Nanjing University.

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Chapter17 exercise for multiple choice and true or false -...

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