Question 1

Which form of personal selling has the lowest requirement for problem solving?

Accepted Answer

Order takers primarily process routine orders or reorders for products that have already been sold, requiring minimal problem-solving skills compared to other forms of personal selling.

Question 2

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

Accepted Answer

The answer of It is estimated that the average cost...

Question 3

What percentage of a sales representative's time is spent selling?

Accepted Answer

The answer of What percentage of a sales representative's time...

Question 4

Which of these statements regarding outside order getters is most accurate?

Accepted Answer

The answer of Which of these statements regarding outside order...

Question 5

All of these statements regarding order getters are true except which?

Accepted Answer

Order getters typically represent products that have many options and are not highly standardized, as they often need to tailor solutions to meet specific customer needs.

Question 6

Which of these statements regarding order getters is most accurate?

Accepted Answer

Order getting involves a high degree of creativity as it requires identifying and pursuing new sales opportunities and customers.

Question 7

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Accepted Answer

Inbound telemarketing involves customers calling a company to inquire about products or make purchases, typically using toll-free numbers.

Question 8

Norma Adler works for Tyco Healthcare. Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms. Although Adler is part of her company's salesforce, she does not directly solicit orders. Adler is what type of salesperson?

Accepted Answer

A missionary salesperson is responsible for promoting the company's products and building relationships with clients, but does not directly solicit orders, which aligns with Adler's role.

Question 9

Industry research shows that outside order getters, or field service representatives, spend 36 percent of their time selling, and another 15 percent is devoted to

Accepted Answer

Generating leads and researching customer accounts is a key part of the sales process, and outside order getters spend a significant amount of time on this activity.

Question 10

Yiting called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of

Accepted Answer

Inbound telemarketing involves customers calling a company to inquire about products or services, as Yiting did with the Butterball hotline.

Question 11

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens, the firm was using

Accepted Answer

Inbound telemarketing refers to handling incoming calls from customers, such as when Margot called to place an order.

Question 12

When Diego called the toll-free number to order two children's books from the Usborne catalog, the firm was using

Accepted Answer

Inbound telemarketing refers to handling incoming calls from customers, such as when Diego called to place an order.

Question 13

The practice of using the telephone rather than personal visits to contact customers is referred to as

Accepted Answer

Outbound telemarketing is the practice of using the telephone to contact customers rather than personal visits.

Question 14

Missionary salespeople are

Accepted Answer

Missionary salespeople focus on promotional activities and introducing new products rather than directly soliciting orders.

Question 15

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Accepted Answer

Missionary salespeople focus on promoting products and introducing new products rather than directly soliciting orders.

Question 16

An order getter is

Accepted Answer

An order getter is a salesperson who actively seeks out potential customers, provides them with information, persuades them to make a purchase, closes the sale, and ensures customer satisfaction post-purchase.

Question 17

A sales engineer is a

Accepted Answer

A sales engineer is a salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services.

Question 18

It is estimated that the average cost of a single field sales call on a business customer is about ________, factoring in salespeople's compensation, benefits, and travel-and-entertainment expenses.

Accepted Answer

The answer of It is estimated that the average cost...

Question 19

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Accepted Answer

Missionary salespeople focus on promoting the company's products and building relationships with potential clients, but they do not typically take orders directly.

Question 20

Which of these statements regarding order getters is most accurate?

Accepted Answer

Order getters are responsible for generating new sales by actively seeking out customers and persuading them to purchase products, which requires a deep understanding of the products they are selling.

Quiz 21: Implementing Interactive and Multi-Channel Marketing

Which form of personal selling has the lowest requirement for problem solving?

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

What percentage of a sales representative's time is spent selling?

Which of these statements regarding outside order getters is most accurate?

All of these statements regarding order getters are true except which?

Which of these statements regarding order getters is most accurate?

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Norma Adler works for Tyco Healthcare. Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms. Although Adler is part of her company's salesforce, she does not directly solicit orders. Adler is what type of salesperson?

Industry research shows that outside order getters, or field service representatives, spend 36 percent of their time selling, and another 15 percent is devoted to

Yiting called the Butterball toll-free hotline to learn how to prepare her Thanksgiving turkey and dressing. This telephone number is an example of

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens, the firm was using

When Diego called the toll-free number to order two children's books from the Usborne catalog, the firm was using

The practice of using the telephone rather than personal visits to contact customers is referred to as

Missionary salespeople are

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

An order getter is

A sales engineer is a

It is estimated that the average cost of a single field sales call on a business customer is about ________, factoring in salespeople's compensation, benefits, and travel-and-entertainment expenses.

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Which of these statements regarding order getters is most accurate?