Chapter 18

Question 1

Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation

Answer 1

Personal selling

Question 2

Developing a database of potential customers

Answer 2

Prospecting

Question 3

The manner in which a salesperson contacts a potential customer

Answer 3

Approach

Question 4

The stage in the personal selling process where the salesperson asks the prospect to buy the product

Answer 4

Closing

Question 5

Salespeople who sell to new customers and increase sales to current customers

Answer 5

Order getters

Question 6

Salespeople who primarily seek repeat sales

Answer 6

Order takers

Question 7

Sales staff members who facilitate selling but usually are not involved solely with making sales

Answer 7

Support personnel

Question 8

Support salespeople, usually employed by a manufacturer, who assist the producer’s customers in selling to their own customers

Answer 8

Missionary salespeople

Question 9

Salespeople involved mainly in helping a producer’s customers promote a product

Answer 9

Trade salespeople

Question 10

Support salespeople who give technical assistance to a firm’s current customers

Answer 10

Technical salespeople