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Unformatted text preview: Question 1 Marks: 1 According to your instructor, which of the following is a strategic issue relating to personal selling a marketing executive needs to address? Choose one answer. a. What is the role of the salesforce in the promotional mix? b. Who will be responsible for recruitment and selection? c. Whether or not to have a serious fifth choice for this question? d. Whether to hire experienced reps or "green peas". e. How will new salespeople be assimilated into the organization? Incorrect Marks for this submission: 0/1. Question 2 Marks: 1 The ___________ sales presentation format involves asking a series of questions hoping that one of them will appeal to the customer? Choose one answer. a. Stimulus-response b. High Pressure c. Need-satisfaction d. Formula selling e. Adaptive Correct Marks for this submission: 1/1. Question 3 Marks: 1 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 about his or her customers....
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This note was uploaded on 09/29/2011 for the course MKTG 431 taught by Professor Brucerobertson during the Spring '07 term at S.F. State.
- Spring '07