Margaret, a salesperson, always wins the best salesperson award in her company. Margaret's success is due to a strategic prospecting plan, which helps ensure that:
A) she stays up-to-date with the activities of all the competitors of her company.
B) she is friends with the other salespeople in her company.
C) she has the best verbal communication skills in her company.
D) she sets aside five hours every week for prospecting.
E) she always contacts her prospects unannounced with a telephone call.
Question 2_____ is the amount of effort a salesperson desires to expend on each of the activities or tasks associated with his or her job.
A) Supervision
B) Motivation
C) Attitude
D) Performance
E) Intrinsic satisfaction
Question 3____ are favored when the customer needs to take time to make high-involvement decisions.
A) Cool colors
B) Scent appeals
C) Warm colors
D) Sound appeals
E) Taste appeals
Question 4Most firms today compete in mature markets characterized by commoditization. In these cases, the __________ typically becomes incapable of differentiating the product offering from those of the competition.
A) extended product
B) core product
C) supplemental products
D) experiential products
E) tangible products
Question 5_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.
A) Keeping records
B) Staying positive
C) Allocating time
D) Evaluating
E) Setting goals
Question 6Which of the following topics must be part of a business firm's salesperson training programs?
A) Effective communication skills.
B) Knowledge about the company.
C) Knowledge about the product line.
D) All of the answer choices.
E) Both effective communication skills and knowledge about the product line.
Question 7____ encourage quick decisions and work best for businesses where low-involvement purchase decisions are made.
A) Response moderators
B) Scent appeals
C) Warm colors
D) Sound appeals
E) Taste appeals
Question 8__________ refers to the strategic combination of the four basic marketing mix elements.
A) The marketing plan
B) The marketing program
C) Strategic control
D) The strategic mix
E) Implementation
Question 9The focal point of a prospecting plan should be:
A) the goal stating the number of qualified prospects to be generated.
B) a regular daily schedule for conducting prospecting activities.
C) generating results that can be tracked from using different prospecting methods.
D) developing a base of comprehensive knowledge and understanding.
E) to chronologically archive outcomes from any contacts with the prospect.
Question 10Research suggests that successful national account units:
A) have senior management support.
B) have well-defined objectives.
C) have experienced individuals who know how to create effective customer solutions.
D) All of the answer choices.
E) both have well-defined objectives and have experienced individuals who know how to create effective customer solutions.
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