Question 1

Outside order takers are most likely to

Accepted Answer

The answer of Outside order takers are most likely to
...

Question 2

Personal selling assumes many forms based on the ________ and the ________ to perform the sales task.

Accepted Answer

Personal selling varies based on the amount of selling done and the creativity required, as these factors influence how sales tasks are approached and executed.

Question 3

On a recent shopping excursion at a local Target store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, and several pairs of socks. The only salesperson Krause encountered was the person at the checkout counter. The checkout person at Target would best be described as

Accepted Answer

The checkout person at Target is best described as an inside order taker, as they process transactions and handle payments for items selected by customers within the store.

Question 4

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Accepted Answer

A Frito-Lay salesperson taking inventory at a supermarket is considered an outside order taker because they are working outside of the company's premises, managing existing product stock rather than generating new sales.

Question 5

Salespeople called ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

Inside order takers are salespeople who handle routine sales transactions, often working from a fixed location like a store or office, where they answer questions, take orders, and complete transactions.

Question 6

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

The answer of Which type of salesperson would routinely be...

Question 7

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as

Accepted Answer

An order taker is responsible for processing routine orders or reorders for products that have already been sold by the company.

Question 8

The primary responsibility of order takers is to

Accepted Answer

Order takers focus on maintaining relationships with existing customers and ensuring continued sales, rather than actively seeking new customers or aggressively promoting new products.

Question 9

John Whitaker works for American Greetings. His job description includes these responsibilities: (1) stock and arrange point-of-purchase displays of present customers-60 percent of his workweek and (2) receive orders from customers and complete the transactions-40 percent of his workweek. Whitaker is primarily engaged in which type of selling?

Accepted Answer

John Whitaker's responsibilities involve stocking and arranging displays and receiving orders, which aligns with outside order taking, where the salesperson visits customers to replenish inventory and ensure product availability.

Question 10

Which of these is one of three types of personal selling?

Accepted Answer

Order getting is a type of personal selling where the salesperson actively seeks out and persuades customers to make a purchase.

Question 11

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

Accepted Answer

This orientation focuses on understanding and meeting the needs of the customer by providing solutions to their problems, which aligns with a customer-oriented approach.

Question 12

When a Frito-Lay salesperson takes an inventory of Doritos chips to ensure that the snacks are in adequate supply on retailers' shelves, what form of buying decision does the store manager engage in?

Accepted Answer

The store manager engages in a straight rebuy, which is a routine purchase of the same products under approximately the same terms.

Question 13

An order taker is a

Accepted Answer

An order taker is responsible for processing routine orders or reorders for products that have already been sold by the company.

Question 14

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

Outside order takers visit customers and replenish inventory stocks of resellers, while inside order takers typically answer simple questions, take orders, and complete transactions with customers.

Question 15

Salespeople called outside order takers visit customers and

Accepted Answer

Outside order takers primarily focus on replenishing inventory stocks of resellers rather than solving technical problems, tailoring products, designing displays, or training personnel.

Question 16

The three types of personal selling are order taking, order getting, and

Accepted Answer

Customer sales support is the third type of personal selling, which involves assisting and supporting the sales process, often by providing information and services to help close sales.

Question 17

________ are often employed by companies that use inbound telemarketing, such as for a retailer's catalog phone banks.

Accepted Answer

Inside order takers are responsible for receiving and processing incoming orders, often through phone calls, which is typical for companies using inbound telemarketing.

Question 18

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Accepted Answer

Outside order takers are salespeople who visit customers to replenish inventory stocks of resellers, such as retailers or wholesalers.

Question 19

Inside order takers are also referred to as

Accepted Answer

Inside order takers are often referred to as salesclerks because they typically work within a store or office environment, handling sales transactions and assisting customers with their purchases.

Question 20

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer should buy," has which type of orientation?

Accepted Answer

This orientation is focused on maximizing sales by convincing customers to buy as much as possible, regardless of their actual needs, which aligns with a sales-oriented approach.

Quiz 21: Implementing Interactive and Multi-Channel Marketing