Marketing

Even though salespeople do not use the exact same sales methods, they do go through the same general ...

Started by Starlight

In the cold canvass technique, the salesperson calls on potential customers without their prior ...

Started by Capo

Using referrals falls under the approach step in the personal selling process. Indicate whether the ...

Started by itsmyluck

The approach step is an important step for gathering information about a buyer's needs and ...

Started by vHAUNG6011

Listening on the part of a salesperson is a major component in making a presentation. Indicate ...

Started by charchew

One of the best ways to overcome a prospect's objections is to anticipate them and to deal with them ...

Started by Alainaaa8

Closing the sale is not a part of the sales presentation in which hidden objections are discovered. ...

Started by lracut11

It is never good to ask customers questions while giving the sales presentation, as the customer may ...

Started by go.lag

If possible, the salesperson should handle objections only when they arise. Indicate whether the ...

Started by lunatika

Following up involves listening to a customer's response after finishing the presentation and ...

Started by Engineer

Creative selling requires that salespeople recognize potential buyers' needs and give them necessary ...

Started by s.tung

The two types of selling activities under the sales structure are current-customer sales and ...

Started by student77

Current customers are sources of leads for finding prospective customers. Indicate whether the ...

Started by lilldybug07

Locating prospects, educating customers, and building goodwill are functions performed by support ...

Started by Tazate

The missionary salesperson's primary purpose is to sell to the producer's customers. Indicate ...

Started by TVarnum

Some support personnel, such as trade salespeople, may perform order-taking functions in addition to ...

Started by Bernana

The focus of personal selling is shifting from selling a specific product to building long-term ...

Started by karlynnae

Relationship selling is used especially in consumer marketing. Indicate whether the statement is ...

Started by pragya sharda

Selection of the right type and proportion of salespeople is important because it is a one-time ...

Started by jenna1

When determining the characteristics desirable in salespeople, the sales manager should analyze the ...

Started by Deast7027

The width of a product mix is measured by the number of product A) dimensions in the product line. ...

Started by Diane

The four major stages of a product life cycle include A) prosperity, recession, depression, and ...

Started by mcmcdaniel

Sales of Schwinn's apartment-sized exercise machine have experienced a steady climb; however, the ...

Started by mynx

During the introduction stage of a successful product, profits are usually A) at their highest ...

Started by tingc95

Marissa, a product manager, thinks her company's InstaCup coffee maker is currently in the growth ...

Started by audie