Chapter 12: Selling Overview

Careers in sales are limited to one or two fields

• True

• False

Customers who have developed brand loyalty for a product will use routine decision making.

• True

• False

In retail selling, vacuuming and dusting might be examples of the approach to the sale.

• True

• False

Among other duties, sales managers establish guidelines and policies for the sales team.

• True

• False

Jamie and Craig started a skateboard business in Craig's garage. Now they have so many customers they must find and rent store space. Selecting the space will require routine decision making.

• True

• False

Sales representatives will make a warm call when they visit a customer without an appointment.

• True

• False

Companies can solidify their relationships with customers by using E-mail as a quick and efficient method of communication.

• True

• False

What type of sales techniques are prohibited by most businesses?

• Overly enthusiastic

• Illegal and damaging reputation

• Subliminal suggestion

• Online techniques

The Anthony family hired a travel agent to help arrange a vacation. They have already planned and taken trips to many U.S. destinations. What type of decision making will they likely use to plan their trip?

• Extensive

• Routine

• Emotional

• Limited

What system involves finding customers and keeping them them satisfied?

• Customer relationship management

• Customer satisfaction system

• Business to customer management

• Computerized customer search