MKTG Mini Quiz11

MKTG Mini Quiz11 - The stage of the personal selling process involves asking for the order f Close According to your instructor what is it that

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The __________ stage of the personal selling process involves asking for the order? f. Close According to your instructor what is it that causes salespeople to be so annoying, especially for postponable purchases such as used cars? d. When a salesperson is on 100% commission, they have nothing to lose by trying to convince you to buy the product, even after you have indicated you are not interested. The ___________ sales presentation format involves asking a series of questions hoping that one of them will appeal to the customer? a. Stimulus-response The McKay 66 is a list of questions every salesperson at the McKay envelope company was expected to know about his or her customers. Obviously the __________ stage of the personal selling process is important at this company? e. Pre approach One of the techniques used during the _________ stage of the personal selling process is to assume that the customer will place an order and begin to discuss the details of the order? a. Close When I go to the grocery store, I see several different types of Cola products. In addition to Coke and Pepsi in various shapes and sizes, there is RC cola and a store brand of Cola as well. This is an example of ___________ competition? a. Brand _____________, is the amount of money a consumer has left after paying for necessities such as food and housing? b. Discretionary income The ______________ deals with factors that affect your company, and are within your ability to control directly? e. Internal microenvironment The ____________ component of the external macro-environment deals with restrictions state and federal laws place on a business' activities? c. Political/legal Which of the following is a trend affecting the composition of the American household? b. All of these are trends affecting the composition of households in the United States. Which of the following is NOT a factor that drives competition in an industry? d. Bargaining power of government regulators
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Many sales managers report that _____________ is a high priority for them because turnover in the sales force is so high that they are always looking for good people? a. Recruitment and selection According to your instructor, which of the following is a strategic issue relating to personal selling a marketing executive needs to address? e. What is the role of the salesforce in the promotional mix? According to the material presented in class, which of the following is a selling situation? c. All of the above are selling situations. ______________ is a purchase situation involving a paid-for communication between two people in an attempt to influence each other? d. Personal selling Which of the following is an inside sales job? c. All of these are inside sales jobs
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This note was uploaded on 09/20/2011 for the course MKTG 431 taught by Professor Brucerobertson during the Spring '07 term at S.F. State.

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MKTG Mini Quiz11 - The stage of the personal selling process involves asking for the order f Close According to your instructor what is it that

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