ENT4122: Personal Selling Chapter 1 Quiz

<p>Textbook with specific citations (B)</p> Signup and view all the answers

<p>Email with specific subject line and details. (B)</p> Signup and view all the answers

<p>To uncover the prospective customer's unique needs and requirements (B)</p> Signup and view all the answers

<p>Using manipulative tactics for immediate sale (A)</p> Signup and view all the answers

<p>By making the customer aware of further opportunities (D)</p> Signup and view all the answers

<p>Increasing autonomy in decision making for salespeople (A)</p> Signup and view all the answers

<p>Using truthful methods to fulfill customer and firm needs (C)</p> Signup and view all the answers

<p>Develop personal relationships with every customer (B)</p> Signup and view all the answers

<p>Changing sales messages based on customer situations (B)</p> Signup and view all the answers

<p>Stimulus response selling (B)</p> Signup and view all the answers

<p>Employing a series of yes questions to secure agreement (D)</p> Signup and view all the answers

<p>A series of mental states (D)</p> Signup and view all the answers

<p>Build rapport with the prospect (A)</p> Signup and view all the answers

<p>Conducting a product demonstration (B)</p> Signup and view all the answers

<p>Assuming a specific need leads to purchase (D)</p> Signup and view all the answers

<p>It develops alternative solutions for buyer needs. (D)</p> Signup and view all the answers

<p>Overcoming buyer resistance to make the sale (A)</p> Signup and view all the answers

<p>An intricate pattern of interrelated steps (C)</p> Signup and view all the answers

<p>They serve as a marketing tool and convenience. (C)</p> Signup and view all the answers

<p>Negative impact on sales (D)</p> Signup and view all the answers

<p>Building long-term customer relationships (B)</p> Signup and view all the answers

<p>Teambuilding and teamwork (B)</p> Signup and view all the answers

<p>Mutual benefits and enhanced profits (C)</p> Signup and view all the answers

<p>One-way in traditional, two-way in trust-based (B)</p> Signup and view all the answers

<p>Acting as a business consultant and long-term ally (B)</p> Signup and view all the answers

<p>Perception of benefits gained versus costs incurred (C)</p> Signup and view all the answers

<p>General business and industry knowledge (A)</p> Signup and view all the answers

<p>Important for ensuring customer satisfaction and ongoing value (A)</p> Signup and view all the answers

<p>Transaction-focused traditional selling (B)</p> Signup and view all the answers

<p>Actively involved in the customer's decision-making process (A)</p> Signup and view all the answers

Personal selling is a marketing communication method that focuses on direct interactions between buyers and sellers to establish and improve customer relationships.

Direct, interpersonal communication between buyers and sellers to build and maintain relationships.

Direct communication between people, crucial in building customer relationships.

Personal selling aims to develop and strengthen enduring connections with customers.

Positive experiences with salespeople result from effective communication and relationship building.

A sales approach focusing on building trust and understanding the customer's needs.

A series of conversations between buyers and sellers to understand needs.

Honest selling that addresses long-term needs of both buyer and seller.

Professional sales include knowledge, contribution to society, a defined culture, and unique skills.

Areas where sales could improve include autonomy, public trust, and a uniform ethical code.

Honest, knowledgeable about products/services, market trends, and the customer's own business and needs. They should coordinate internal activities to optimize customer value.

Adjusting sales messages to match different customer situations.

Using specific cues to encourage predictable customer responses.

A series of questions designed to get the customer to agree to the final sales pitch, one step at a time.

Leading the buyer through a series of mental steps (e.g. awareness, interest, demand) in the buying process.

A selling approach focused on building trust and meeting customer needs over an extended period, aiming to deliver value to the customer's business.

A selling approach focused on individual sales transactions, with less emphasis on building long-term relationships.

The customer's perception of what they gain in exchange for what they give up.

Skills like information gathering, listening, questioning, strategic problem-solving and building value-added solutions.

Continued actions to ensure customer satisfaction, keep the customer informed, add value, and manage opportunities.

Active participation in the customer's decision-making process.

Requires product, competitive, account, general business, industry, customer's products, competition, and customer knowledge.

Focus primarily on solving customer problems and adding value to the customer's business.

A two-way, collaborative communication that aims to dialogue and understanding with the customer instead of pushing a product.

Act as a business consultant and long-term ally, rather than just a seller.

A model used in sales to describe the mental stages a buyer goes through: Attention, Interest, Desire, Action.

A sales approach that focuses on understanding and meeting the customer's needs.

A sales method that helps customers find solutions to their problems.

A series of steps companies follow to find customers and make sales.

Sales techniques to grab the buyer's attention in the initial stages of the sales process.

Sales techniques that engage the customer to understand the product and the value proposition.

Methods used to convert customer interest into a desire for the product. This stage builds interest into wanting something.

Sales techniques used to overcome resistance and drive to purchase.