The major advantage of personal selling over the other elements of the communication mix is that personal selling 

Group of answer choices

is more cost-effective 

is more effective for the selling of services because of its characteristic of intangibility 

allows for two-way communication 

can be used in both consumer and business-to-business markets

 

In terms of personal selling classification, _____ actively generate potential leads and persuade customers to make purchases.

Group of answer choices

order getters

support personnel

missionary salespeople

order takers

Question 282 pts

In terms of personal selling classification, _____ are individuals who directly support or assist in the selling function in some manner, but do not process orders or directly solicit orders.

Group of answer choices

support personnel

order takers

order getters

field salespeople

Question 292 pts

In personal selling, a(n) _____ is an order getter who is involved in going to a potential customer's place of business to solicit business.

Group of answer choices

missionary salesperson

field salesperson

support person

outbound telemarketer

0Question 302 pts

In terms of types of personal selling, order takers are salespeople who

Group of answer choices

process routine orders from customers

are involved in going to potential customers' places of business to solicit accounts

directly support or assist in the selling function in some manner, but do not process orders or directly solicit orders

actively generate potential leads and persuade customers to make a purchase

1Question 312 pts

The buyer-seller dyad relationship that involves collaboration by both the buyer and seller on plans to benefit both parties as well as the customers of the buying firm is the

Group of answer choices

trust relationship

electronic data interchange (EDI)

contractual agreement

strategic partnership

Question 322 pts

Of the following consumer purchases, _____ would be the most likely to be classified as a single transaction.

Group of answer choices

real estate

furniture

automobiles

food

Question 332 pts

The sales approach that is commonly used by telemarketers, retail sales clerks, and new field salespeople is the

Group of answer choices

mission-sharing

problem-solution

stimulus-response

need-satisfaction

Question 342 pts

The _____ sales approach is aimed at discovering a customer's needs, and then providing solutions that satisfy those needs.

Group of answer choices

need-satisfaction

mission-sharing

stimulus-response

problem-solution

Question 352 pts

The mission-sharing sales approach

Group of answer choices

is aimed at discovering a customer's needs and then providing solutions that satisfy those needs

involves two organizations developing a common mission and then sharing resources to accomplish that mission

uses specific statements to solicit specific responses from customers

requires the salesperson to analyze the prospect's operation and offer a viable solution

Question 362 pts

The _____ sales approach is sometimes referred to as the canned sales approach

Group of answer choices

mission-sharing

need-satisfaction

stimulus-response

problem-solution

7Question 372 pts

The most difficult step in the selling process for many salespeople is

Group of answer choices

pre-sales approach

prospecting for leads

the sales presentation

closing the sale

Question 382 pts

In closing the sale, the salesperson is using the _____ close when he or she asks for the order in a direct manner and if necessary, summarizes the benefits for the prospect.

Group of answer choices

silent close

straightforward

presumptive

arousal

Question 392 pts

For most salespeople, the least attractive step in the selling process is the

Group of answer choices

closing

follow-up

prospecting for leads

pre-sales approach

Question 402 pts

In data warehousing, sources of internal data include all of the following except

Group of answer choices

trade associations

service personnel

customers

salespeople

1Question 412 pts

The most common use of data mining is

Group of answer choices

predicting customer behavior

developing a valid list of potential customers for database marketing programs

profiling industry customers so the firm's current customers can be compared to customers in the industry

profiling the firm's customers

2Question 422 pts

The concept of "share of the customer" is the

Group of answer choices

share of lifetime value of a customer that a particular firm has

percentage of a customer's total business that a particular firm has

top of mind awareness level a customer has of a particular firm

market share a firm has with a particular market segment

3Question 432 pts

The lifetime value of a customer is the measure of the

Group of answer choices

percentage of a customer's business or purchases from a particular firm

value of a customer over his or her life time with a particular firm

value of a customer over the typical life span of a firm's customers

ratio of a customer's purchases to their disposable income

Question 442 pts

The promotion of a product from the producer directly to the consumer or business user without any type of intermediary is called

Group of answer choices

data mining

direct response marketing

data warehousing

database marketing

Question 452 pts

Typical direct response marketing venues include all of the following except

Group of answer choices

Internet

mass media

catalogs

personal selling

Question 462 pts

The key to a direct response marketing program is the

Group of answer choices

quality of information within a firm's database

quality and type of appeal used in the direct mail piece

quality of product being offered

brand equity of the product being sold

7Question 472 pts

Of the following methods of direct marketing, _____ is (are) a primary driver of online sales.

Group of answer choices

catalogs

outbound telemarketing

direct response TV

FSI

Question 482 pts

In terms of direct response marketing methodologies, the highest number of firms, 77 percent, utilize

Group of answer choices

direct response TV

catalogs

telemarketing

direct mail

Question 492 pts

According to research conducted by Direct Marketing, 62 percent of direct response marketing budgets are focused on

Group of answer choices

customer retention

Internet and e-mail direct marketing

analyzing customer data

prospecting for new customers

Question 502 pts

My favorite part of this course was (bonus question)

Group of answer choices

The professor

The professor

The professor

The professor (correct answer, click this one for points)