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Planning the selling program and implementing and

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Planning the selling program and implementing and evaluating the personal selling effort of the firmis referred to as __________.sales management17-2When a Frito-Lay salesperson, such as the one shown in the photo above, takes an inventory ofDoritos chips to ensure that the snacks are in adequate supply on retailers' shelves, what form ofbuying decision does the store manager engage in?
Salespeople called outside order takers visit customers and __________ of resellers.replenishinventory stocksWhich of the following statements regarding order getters is most accurate?Order getters are mostoften used in new-buy or modified rebuy situations.
A salesperson who processes routine orders or reorders for products that were already sold by the
An order getter refers toa salesperson who sells in a conventional sense and identifiesprospective customers, provides customers with information, persuades customers to buy,closes sales, and follows up on customers' use of a product or service.
Salespeople called __________ visit customers and replenish inventory stocks of resellers, such asretailers or wholesalers.outside order takersWhich type of salesperson would routinely be involved in an industrial straight rebuy situation?aninside order takerInside order takers are also referred to as __________.salesclerksPersonal selling assumes many forms based on the __________ and the __________ to performthe sales task.amount of selling done; amount of creativity required
Which of the following statements regarding order getters is most accurate?Order getters requireconsiderable product knowledge.
Which of the following statements regarding order getters is most accurate?Order getters need ahigh degree of creativity.
The use of toll-free telephone numbers that customers call to obtain information about products andmake purchases is referred to as __________.
The two types of personal selling are order taking and __________.order getting
Which form of personal selling has the lowest requirement for problem solving?order taker
The practice of using the telephone rather than personal visits to contact customers is referred to as__________.
Many firms such as Xerox use a cross-functional sales practice known as __________.teamselling
An order taker refers to asalesperson who processes routine orders or reorders for productsthat were already sold by the company.

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Term
Summer
Professor
N/A
Tags
Marketing, retail outlets

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