Post on 13-Jan-2016
JeopardyJeopardyPersonal Selling Marketing Concept Ch. 1 Misc. Job Opps
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Final Jeopardy
Ch. 2 Misc.
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$100 Question from Personal $100 Question from Personal SellingSelling
The major promotional method used by American businesses.
$100 Answer from Personal $100 Answer from Personal SellingSelling
What is personal selling?
$200 Question from Personal $200 Question from Personal SellingSelling
A collection of techniques, practices, or methods you use when you are
face-to-face with a customer.
$200 Answer from Personal $200 Answer from Personal SellingSelling
What is a tactic?
$300 Question from Personal $300 Question from Personal SellingSelling
Includes information, services, ideas and issues.
$300 Answer from Personal $300 Answer from Personal SellingSelling
What are products?
$400 Question from Personal $400 Question from Personal SellingSelling
According to Patricia Seybold, author of the “Customer Revolution”, this group has taken
control of our companies’ destinies.
$400 Answer to Personal $400 Answer to Personal SellingSelling
Who is the customer?
$500 Question from Personal $500 Question from Personal SellingSelling
A series of creative improvements in the sales process that enhances the
customer experience.
$500 Answer to Personal $500 Answer to Personal SellingSelling
What is value-added selling?
$100 Question from Marketing $100 Question from Marketing ConceptConcept
Product orientation is replaced by a customer orientation.
$100 Answer from Marketing $100 Answer from Marketing ConceptConcept
What is the marketing concept?
$200 Question from Marketing $200 Question from Marketing ConceptConcept
Need identification is achieved through effective communication between the salesperson and the
customer.
$200 Answer from Marketing $200 Answer from Marketing ConceptConcept
What is consultative selling?
$300 Question from Marketing $300 Question from Marketing ConceptConcept
To achieve a marketplace advantage by teaming up with another company
whose products fit well with your own.
$300 Answer from Marketing $300 Answer from Marketing ConceptConcept
What is a strategic selling alliance?
$400 Question from Marketing $400 Question from Marketing ConceptConcept
The decade that the partnering concept became popular.
$400 Answer to Marketing $400 Answer to Marketing ConceptConcept
What is the 1990s?
$500 Question from Marketing $500 Question from Marketing ConceptConcept
Relationship strategy, product strategy, customer strategy and
presentation strategy
$500 Answer to Marketing $500 Answer to Marketing ConceptConcept
What are the four broad strategic areas of the strategic/consultative
selling model?
$100 Question from Ch. 1 $100 Question from Ch. 1 Misc.Misc.
Product, price, place, and promotion.
$100 Answer from Ch. 1 Misc.$100 Answer from Ch. 1 Misc.
What is the marketing mix?
$200 Question from Ch. 1 $200 Question from Ch. 1 Misc.Misc.
Advertising, public relations, sales promotion, and personal selling.
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What are the divisions of the promotion element?
$300 Question from Ch. 1 $300 Question from Ch. 1 Misc.Misc.
The strategy that establishes, builds, and maintains quality relationships.
$300 Answer from Ch. 1 Misc.$300 Answer from Ch. 1 Misc.
What is the relationship strategy?
$400 Question from Ch. 1 $400 Question from Ch. 1 Misc.Misc.
What strategy involves developing one or more objectives for each sales call.
$400 Answer to Ch. 1 Misc.$400 Answer to Ch. 1 Misc.
What is the presentation strategy?
$500 Question from Ch. 1 $500 Question from Ch. 1 Misc.Misc.
Another name for customer relationship management (CRM)
$500 Answer to Ch. 1 Misc.$500 Answer to Ch. 1 Misc.
What is sales automation?
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A person who processes reservations, accepts orders by phone and handles
customer complaints.
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What is a customer service representative?
$200 Question from Job Opps$200 Question from Job Opps
A salesperson who relies almost totally on telephone orders and
follows a strict timetable of customer contact.
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What is an inside salesperson?
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A salesperson who interacts with new customers and current customers.
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What is a field salesperson?
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A salesperson who develops goodwill and stimulates demand for products.
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What is a detail salesperson?
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A salesperson who has good technical understanding of their products and
customer needs.
$500 Answer to Job Opps$500 Answer to Job Opps
What is a sales engineer or application engineer?
$100 Question from Ch. 2 $100 Question from Ch. 2 Misc.Misc.
Buyers are less accepting of female salespeople—True or False.
$100 Answer from Ch. 2 Misc.$100 Answer from Ch. 2 Misc.
What is False?
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Factors that provide psychological rewards.
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What is psychic income?
$300 Question from Ch. 2 $300 Question from Ch. 2 Misc.Misc.
The abbreviation for business to business sales.
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What is B2B sales?
$400 Question from Ch. 2 $400 Question from Ch. 2 Misc.Misc.
The type of salesperson who would sell fashion apparel, personal computers and
recreation vehicles.
$400 Answer to Ch. 2 Misc.$400 Answer to Ch. 2 Misc.
What is a retail salesperson?
$500 Question from Ch. 2 $500 Question from Ch. 2 Misc.Misc.
Corporate-sponsored training, training provided by commercial vendors, certification studies, and college and university coursework
$500 Answer to Ch. 2 Misc.$500 Answer to Ch. 2 Misc.
What are the four sources of sales training?
Final Jeopardy QuestionFinal Jeopardy Question
Adopt the marketing concept, value personal selling and assume the role of
problem solver.
Final Jeopardy AnswerFinal Jeopardy Answer
What are the three prescriptions for developing a personal selling
philosophy?