- 1 Liberty BUSI 330 Quiz 7 Answers Complete Solutions
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Liberty BUSI 330 Quiz 7 Answers Complete Solutions
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There are six commonly used techniques to deal with objections: acknowledge and convert the objection; __________; agree and neutralize; accept the objection; denial; and ignore the objection.
The most basic of the three sales management functions is
Quantitative assessments of sales performance may be based on outputrelated measures, such as
Which salesforce structure is the simplest form of organization?
A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.
Name: Jennifer Lucas
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As shown in Figure 172 above, “A” is the __________ stage in the personal selling process.
About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.
About 60 percent of U.S. companies now include customer satisfaction as a __________ measure of salesperson performance.
The most frequently used type of compensation plan for salespeople is a __________.
A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a __________.
A third type of sales objective that is __________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.
All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:
Three major presentation formats exist: (1) stimulusresponse format; (2) formula selling format; and (3) __________.
When Jason called the tollfree number to order two children’s books from the Chinaberry catalog, the firm was using __________.
An effective sales plan objective should be
Which of the following statements regarding the role of salespeople is most accurate?
With a __________, a salesperson is paid a fixed fee per week, month, or year.
The sales manager told the salesperson, “Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter.” The sales manager voiced a(n) __________ sales objective.
A __________ explains: (1) to whom a salesperson reports; (2) how a salesperson interacts with other company personnel; (3) the customers to be called on; (4) the specific activities to be carried out; (5) the physical and mental demands of the job; and (6) the types of products and services to be sold.
As a MooreChem sales manager, you note that one of your salespeople has exceeded his sales target but is well below his profit goal. The best explanation for this performance is
Attributes such as imagination and problemsolving ability, strong work ethic, honesty, intimate product knowledge, effective communication and listening skills, and attentiveness reflected in responsiveness to buyer needs and customer loyalty and followup are found in the
The primary responsibility of order takers is to