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COMG211 CA1 (Chapter 1, 8, 6) Flashcards | StudBud
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COMG211 CA1 (Chapter 1, 8, 6)
COMG211 CA1 (Chapter 1, 8, 6)
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Chapter 1- Personal Selling Chapter8- Sales Specialisation Chapter 6- Sales Mangement
Flashcards
20 cards
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Practice quiz
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Questions
20
Answers
1
This specialisation is used for identical products and different types of customers
Product specialisation
Functional specialisation
Geographical specialisation
Customer specialisation
2
What is: communication which uses all appropriate media to build/ maintain a favorable image
Promotional Mix
Public relations
Advertising
Personal Selling
3
Discounts, Allowances, Credit terms are examples of what P?
Place
Promotion
Product
Price
4
Sales representative is assigned to sell products to customers within a specified area
Functional specialisation
Geographical specialisation
Customer specialisation
Product specialisation
5
Frims focus on customer needs
Product orientation
Marketing orientation
Sale Orientation
Societal Marketing Concepts
6
A classic example of this is the office photocopier that requires maintenance from time to time
Outside route selling
Inside retail sales
Missionary selling
Customer/ product support selling
7
Which one is NOT a Sales management trend in the 21 Century?
Sales management skills
Management of diversity
Sales ethics and social responsibility
Hardcore sales management techniques
8
The process by which sales managers set objectives, assess the future and develop strategies
Training
Selecting
Planning
Developing
9
The professional salesperson sells by creating value for his or her customer
True
False
10
Before starting the strategic planning process a managers needs to
Plan Strategies
Determine organisation objectives
Determine organisation objectives
Scan the environment
11
The four selling activities are?
Plan, Support, Sell, Self-development
Self- development, sell, support, service
Sell, Plan, Recruit, Support
Plan, Support, Sell, Training
12
Personal selling is selling that involves a face-to-face interaction with the customer.
False
True
13
The most important personal attribute sales managers consider when recruiting salespeople is:
Enthusiasm
Good organisational skills
Communication
Ambition
14
Which orientation focuses on the companies capabilities?
Marekting
Product
Societal Marketing
Sales
15
This specialisations is often used in companies with large and diverse product lines.
Matrix organisational structure
Not one of the examples
Customer specialisation
Functional specialisation
16
Which one of the following activities is
not
a selling Activity of a sales rep?
Face- to- face Selling
Entertaining
Sales Meetings
Indirect Selling
17
The following i
not
a key element of the boundary less organisation
They let customers drive performance.
They use teams to manage everything
They are organised around task not process.
They maximise supplier and customer contact.
18
Which orientation should all organisations strive for
Societal Marketing Concept
Sales Orientation
Product orientation
Marketing Orientation
19
This type of sales person does not have the find or attract new customers
Sales engineer
Outside route selling
Inside retail sales
Customer/ product support selling
20
A promotional mix is a careful blend of all the communication elements of the promotional P
False
True
