Chapter 19 Quiz

• A ____ force is comprised of company employees who are directly involved in the process of selling.​

• process

• buyers

• personal

• sales

• Personal selling has several advantages over other types of promotion:​

• Helps Build Personal Relationships

• • Allows for Customized Communication​

• None of the above

• All of the above

• _____ are the reasons that a customer may be reluctant or cautious about buying.​

• • Objections

• Prices

• Branding

• Benefits

All of the following are characteristics of successful salespeople, EXCEPT:

• Positive Attitude

• • Persistence​

• Deceitful

• • Truthful​

• The ______ process is a cluster of activities used to obtain sales and build long-term relationships with customers.​

• buying

• selling

• purchasing

• value

All of the following are the steps of the selling process, EXCEPT:

• Finding and qualifying sales leads

• Demanding a purchase

• Preparing for a sales call

• • Closing a sale and following up​

• A sales lead is a person or company that shares some characteristics with target market.​

• True

• False

If a sales lead has many of the characteristics of the target market, the sales lead becomes a _____, or potential customer.

• buyer

• seller

• target market

• prospect

• Sales calls are a personal selling technique where the salesperson or entrepreneur reinforce the company’s value proposition.​

• True

• False

• To raise awareness and funding, entrepreneurs _____ their business to bank loan officers, venture capitalists, or other potential investors.​

• provide

• pitch

• instruct

• describe