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MAR: Exam 4 > MAR 17 > Flashcards

Flashcards in MAR 17 Deck (10)
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1
Q

which of the following marketing communication

A

personal selling

2
Q

a disadvantage of personal selling . is a high turnover rate. the turnover rate refers to which of the following?

A

the percentage of a sales force that leaves a company in a given year

3
Q

the general personal selling process, which is widely accepted, consists of ____ steps.

A

seven

4
Q

a prospect list that is generated internally is typically considered ___ than a prospect list generated from external sources.

A

more valuable

5
Q

a salesperson would be most likely to use Standard & Poor’s during which stage of the personal selling process?

A

preapproach

6
Q

during which step of the personal selling process is most important for a salesperson to build rapport with a potential customer?

A

sales presentation

7
Q

what should a salesperson do during the fifth step of the personal selling process?

A

anticipate and address objections

8
Q

using a(n) ___ close, a salesperson would ask a prospect how much she would like to order.

A

assumptive

9
Q

it is the responsibility of a ___ to organize, motivate and lead salespeople.

A

sales manager

10
Q

A(n) ____ sales force is usually less expensive for a company to operate than a(n) ____

A

inside; outside