Question 1

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

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Question 2

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform. Mark had no idea of whether anyone had work for him, so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services. In terms of the personal selling process, Mark was engaged in

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Question 3

Which of the following statements regarding cold canvassing is most accurate?

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Question 4

The preapproach stage of the personal selling process is especially important in

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Question 5

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the ________ stage of the personal selling process.

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Question 6

Federal regulations contain provisions that allow consumers to avoid being called at any time through the ________ and impose fines for violations.

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Question 7

Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

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Question 8

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

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Question 9

Advertising with a coupon, using a toll-free number, exhibiting at trade shows, using email, and making cold calls are all activities that would take place during the ________ stage of the personal selling process.

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Question 10

In the ________ stage of the personal selling process, the first impression is critical.

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Question 11

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

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Question 12

In the ________ stage of the personal selling process, the cultural setting is very important for international sales.

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Question 13

A method of selling in which a salesperson makes a telephone call or a visit to a prospective customer without a referral is called

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Question 14

During the ________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

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Question 15

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

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Question 16

Russ Berry Co. is a company that makes gifts and collectibles. When its southeastern sales representative is driving through a community on her way to make a sales call, she looks for small independent florists and gift shops. When she finds a retailer she knows is not carrying Russ products, she stops and makes a sales call. The company's sales rep uses ________ to find its prospects.

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Question 17

Encyclopedia Britannica used to pay to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

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Question 18

Another name for cold calling is

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...

Question 19

In the personal selling process, a telemarketer for a life insurance firm who calls and asks the head of the household, "If you were to die tomorrow, would your family be cared for?" is engaged in

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Question 20

What would most likely occur at the preapproach stage in a business selling situation?

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Quiz 18: Personal Selling and Sales Management