Question 1

Identify and define the four types of sales presentation.

Accepted Answer

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Question 2

In international marketing programs, local laws may limit the methods by which information can be collected as well as the types of information a company seeks and/or shares with other companies.

Accepted Answer

Local laws and regulations vary in different countries and can limit the methods of data collection, as well as the types of data that companies can collect or share with other companies. It is essential for companies to abide by local laws and regulations while conducting international marketing research and programs.

Question 3

If the salesperson has answered all of the objections and feels confident that a prospect is ready to buy, then using the summarization close works the best.

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Question 4

Identify the steps in the selling process.

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Question 5

If a salesperson is paid commission on sales, then he or she tends to neglect the follow-up step in the selling process.

Accepted Answer

Salespeople who are paid commission on sales are more likely to focus on making the sale and moving on to the next one, rather than taking the time to follow up with customers and ensure their satisfaction.

Question 6

Database and personal selling methods are not adaptable to international settings.

Accepted Answer

Both database and personal selling methods can be adapted to international settings. However, adjustments may need to be made to accommodate cultural differences, language barriers, and local regulations. Companies must tailor their approach to meet the needs and preferences of different markets. For example, in some countries, face-to-face communication is crucial for building relationships, while in others, online communication may be more common. Similarly, databases may need to be updated with new information specific to the target market. Therefore, it is essential to consider cultural and other variations when using these methods in an international business setting.

Question 7

Describe the four types of referral marketing.

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Question 8

Identify and evaluate the methods of generating sales leads.

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Quiz 11: Database and Direct Response Marketing and Personal Selling