1. The practice of using call centers, where employees receive calls from customers and provide service by taking orders and answering queries, is called ________.
customer response marketing
1. Which of the following is a disadvantage of direct marketing?
invasion of privacy
inability to build brand awareness
low chances of customers avoiding messages
inability to control marketing communication
inability to maintain information security
1. ________ is another form of word of mouth that encourages consumers to pass along company-developed products and services or audio, video, or written information to others online.
1. A salesperson who relies on creative methods for selling a company's tangible or intangible offerings is called a(n) ________.
1. In outbound telemarketing, the call center employees ________.
sell high-involvement products
initiate calls from a location closer to prospects
offer huge discounts to customers
initiate calls to prospects and customers
answer the queries of consumers who call for information
1. Part-time paid employees who work exclusively for the company are a part of the ________ sales force.
1. OrdOnline, a pure click company offering online auctioning, decides to launch a promotional program to increase its sales. The company identifies customers who have made at least three purchases and spent at least $150 in the past six months and offers discount coupons to these customers. Which of the following strategies is used here for targeting the customers?
RFM formula targeting
1. Fixed compensation receives more emphasis in sales rep jobs with ________.
a high ratio of selling to nonselling duties
a high requirement for individual initiatives
an intensive focus on selling activities
very little need for teamwork
1. Which of the following is a major advantage of using direct mails?
Direct mails permit target market selectivity.
It is the best suited tool for selling complex products.
Campaign testing is not needed for direct mails.
Direct mails have very high conversion rates.
It is the best method to sell industrial products.
1. A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.
1. A salesperson performing over the counter sales in a medical store can be referred to as a(n) ________.
1. A sales representative whose expertise is in unraveling customers' problem is called a(n) ________.
1. Which of the following is an example of a company that serves a niche market?
a large apparel manufacturing company that produces a wide range of products for different segments
a software company that creates standardized supply chain applications for manufacturers
a manufacturer who creates tools such as bolts, latches, door handles etc. for left-handed individuals
a large multi-national manufacturer of consumer products, FMCG products, and consumer electronics
a company that manufactures denim pants for men and women of all ages
1. The management of Raleigh Bicycles observes that the company's selling costs are affected by the increased number of visits that the salespeople make to meet dealers. The company decides to reduce its personal selling costs by making sales calls to dealers via the telephone. This marketing strategy used by Raleigh is an example of ________.
1. The catalog you receive from a large apparel store, displaying their new summer collection, is an example of ________ marketing.
word of mouth
1. Twitter is a Web site that allows users to publish micro comments. It allows users to create accounts and publish short messages not exceeding 140 characters. Interested people can follow a person's twitter account and the messages published by him. Many celebrities in the United States are active tweeters and have a number of followers. Twitter is an example of a ________.
1. A company uses sales representatives for selling the company's more complex and customized products to large accounts, while using inside salespeople and Web ordering for low-end selling. Which of the following describes the company's sales force best?
direct marketing force
1. A salesperson sends e-mails to persuade prospects to buy the products of his company. This is a type of ________ marketing.
word of mouth
1. Which of the following is a factor considered when a customer is evaluated based on RFM formula?
the amount of time passed after the customer's last visit
the product categories purchased by the customer
the mode of payment used by the customer
the location from which the customer has bought goods
the type of feedback provided by the customer
1. Identify the first step in the workload approach to establish sales force size.
grouping customers into size classes according to annual sales volume
establishing desirable call frequencies for each customer class
determining the total workload for the country in terms of sales calls per year
determining the average number of calls a sales representative can make per year
calculating the total number of sales reps needed