Chapter 19 Flashcard

Front

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

Back

sales

Front

What are the advantages of personal selling over other types of promotion? Options: Helps Build Personal Relationships, Allows for Customized Communication, None of the above, All of the above

Back

All of the above

Front

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

Back

Objections

Front

All of the following are characteristics of successful salespeople, EXCEPT: Positive Attitude, Persistence, Truthful

Back

Deceitful

Front

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

Back

selling

Front

All of the following are the steps of the selling process, EXCEPT: Finding and qualifying sales leads, Preparing for a sales call, Closing a sale and following up​

Back

Demanding a purchase

Front

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

Back

True

Front

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

Back

prospect

Front

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

Back

True

Front

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

Back

pitch