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Question
As the salesperson entered the prospect's office, the salesperson extended his hand and said, "Your old college roommate Tiara Johns suggested I call on you." This action occurred in which stage of the creative selling process?A) approach
B) prospect and qualify
C) preapproach
D) close
E) follow-up
Answer
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Related questions
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A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.
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Personal selling is crucial in business-to-business marketing, especially when the deal involves intense price negotiations.
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A) access data from key partners
B) deliver text messages to key customers through a short-messaging system
C) track all aspects of customer interaction
D) avoid the capital outlay of a CRM system
E) make and receive phone calls anywhere just as though they were in the office
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What type of software links information between selling and buying firms?
A) CRM (customer relationship management)
B) PRM (partner relationship management)
C) TQM (total quality management)
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Factors that increase a firm's emphasis on ________ include purchases that are "new tasks" for a customer and transactions that require negotiation.
A) m-commerce
B) mass marketing
C) public relations
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According to an axiom in marketing, the more ________ the product, the more heavily firms tend to rely on personal selling to promote it.
A) popular
B) available
C) intangible
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Which of the following communication and promotion tools involves establishing direct connections with customers aimed toward building crucial relationships?
A) personal selling
B) advertising
C) e-commerce
D) publicity
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Why are people reached by direct mail better prospects for a company than those reached by mass media such as television or magazines?
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The "m" in m-commerce stands for ________.
A) market
B) mobile
C) message-oriented
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E) marketspace
Q:
The National Do Not Call Registry was established by which of the following?
A) the Federal Trade Commission (FTC)
B) the Direct Marketing Association (DMA)
C) the Consumer Review
D) the American Marketing Association (AMA)
E) the Robinson-Patman Act
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Which of the following is NOT a form of direct marketing?
A) mass marketing
B) catalogs
C) direct mail
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A brand community can be created by marketers or can develop on its own among consumers.
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B) opinion surveys among the firm's publics
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A) approach
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A) preapproach
B) prospect
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C) networking
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Q:
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B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential qualified customers
D) conveys the product's competitive advantages to a potential customer
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A) intangibility
B) perishability
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A) intangibility
B) perishability
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B) perishability
C) variability
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