Chapter 1

Question 1

transfer of title to goods and services by the seller to the buyer in exchange of money

Answer 1

Sale

Question 2

Is the art or skill in selling

Answer 2

salesmanship

Question 3

is the art of convincing and persuading people to buy the product

Answer 3

salesmanship

Question 4

is just transferring the title in goods, services or ideas with a valuable consideration.

Answer 4

selling

Question 5

This is keen

Answer 5

competition

Question 6

Role of Salespeople in Business

Answer 6

Competition is keen

Question 7

5 Methods of Communication w/
Customers

Answer 7

1. Personal selling
2. Advertising
3. Sales promotion
4. Publicity
5. Word of mouth

Question 8

face to face interaction

Answer 8

personal selling

Question 9

impersonal mass media

Answer 9

advertising

Question 10

extra value, incentives to
costumers

Answer 10

sales promotion

Question 11

communication through significant unpaid presentations about the firm

Answer 11

publicity

Question 12

way of communication to costumer at no cost

Answer 12

-word of mouth

Question 13

Develop as a result of the pressures facing modern organizations and enables them to remain competitive in the business environment

Answer 13

learning organizations

Question 14

Developing knowledge to do present activities better

Answer 14

Adaptive learning

Question 15

Firm go beyond their present market, product, policies and procedures to develop new insights

Answer 15

Generative learning

Question 16

2 types of learning

Answer 16

1. Adaptive learning
2. Generative learning

Question 17

Types of salesperson

Answer 17

1. Manufacturer’s sales people
2. Wholesaler’s sales people
3. Retailer’s sales people
4. Specialty sales people

Question 18

They are sales people who may sell to wholesalers, retailers, or other middlemen.

Answer 18

Manufacturer’s sales people

Question 19

Manufacturer’s sales people 3 major types:

Answer 19

1. Pioneer-products sales people
2. Dealer-servicing sales people
3. Merchandising, detail, and missionary sales people

Question 20

Individuals whose function is to secure outlets for a new product to wholesalers, distributors, and dealers

Answer 20

Pioneer-products sales people

Question 21

Necessary traits for dealer servicing sales people

Answer 21

Persistence
Enthusiasm
Warmth
Friendliness

Question 22

Sales people of this type need not be as
aggressive or imaginative as the first type

Answer 22

dealer-servicing sales people

Question 23

They are sometimes called “sales promoter” because they gather latest information about their target market, give advice and counseling to middlemen and try to favorably influence sales volume.

Answer 23

merchandising, detail, and missionary

Question 24

Employed by drug and textbook companies

Answer 24

detailers

Question 25

Usually hired by manufacturers who do not sell their products directly to the consuming public but who supply materials or component parts of other users or manufacturers

Answer 25

Missionary

Question 26

Individual who acts as the intermediary between the manufacturer and the retailers or industrial users and carry thousands of unrelated lines of merchandise in a warehouse where they are quickly available to dealers

Answer 26

Wholesaler's sales people

Question 27

Considered important links in the marketing channel because they are both marketers and consumer

Answer 27

retailers's sales people

Question 28

They carry only one complete line of merchandise. Merchandise they sell are usually higher in prices and call for personal selection by customers.

Answer 28

specialty sales people

Question 29

2 classifications of specialty sales people

Answer 29

1. Consumer goods specialties 2. Industrial goods sales people

Question 30

handles products such as vacuum cleaners, refrigerator, encyclopedia, brushes cosmetics

Answer 30

Consumer goods specialties

Question 31

Sell products like cash registers, office machines, industrial machines, and thet are trained to render service as well as to make sales

Answer 31

industrial goods specialties

Question 32

Whose quote is this "THE MOST POWERFUL INGREDIENT IN BUSINESS IS POSITIVE MOMENTUM, GET IT AND KEEP IT"

Answer 32

Dan Lightfritz