Personal Selling and Telemarketing Worksheet

Personal selling is an important component of the promotional mix for a firm that markets to relatively few potential customers.

• True

• False

If a product or service being sold requires relatively little special handling, marketers typically emphasize personal selling in their promotional mix.

• True

• False

Over-the-counter selling usually requires the customer to take the initiative and travel to the seller's place of business.

• True

• False

Over-the-counter personal selling efforts are frequently supplemented with other promotions such as special sales events, new product introductions, and direct-mail appeals.

• True

• False

Field selling is more expensive than other selling options and often requires considerable technical expertise.

• True

• False

A salesperson assigned to answer the telephone and take orders or answer customers' questions is involved in outbound telemarketing.

• True

• False

A hotel provides a toll-free number to its customers, which they can use to obtain information and make reservations. This is an example of inbound telemarketing.

• True

• False

Effective sales persons must be able to focus on their customer's needs and create solutions to meet those needs.

• True

• False

The steps in a sales process follow the AIDA (attention, interest, desire, action) concept.

• True

• False

To be identified as a qualified prospect, a customer must meet certain criteria including having the resources and the authority to make purchase decisions.

• True

• False