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- 46- __________refers to the administration of the personal selling component of a company’s marketing program. a. Sales management b. Distribution Management c. Promotion Management d. Marketing Management17- The sales organization where each salesperson is assigned particular functional responsibilities for the entire range of customers is called a. Functional sales organization b. Hybrid sales organization c. Product based sales organization d. Line and staff sales organization15- ____________ can be described as the systematic attempt to identify, understand, and transfer good selling practices to sales personnel. a. Sales force b. Sales training c. Sales analysis d. Sales meeting
- 9- The objective of training is to provide all the following types of information to the salesmen, except ________. a. Knowledge of the customers b. Knowledge Management System c. Knowledge of the company's products d. Knowledge of the company2- Describing the characteristics of a professional salesperson and explaining each one.____ is the process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement. Question 16 options: a) Trouble-shooting b) Negotiation c) Branding d) Follow-up
- Marketable title acts A. are a system of title registration. B. make abstracts easier to prepare. C. cut off inactive claims. D. Both B and C. E. Both A and C.What is the objective of the sales presentation? Howmight you overcome buyer objections?34- Which one of the following options is not an objective of Personal selling? a. Distinguish the various phases of the selling process. b. Know how to deal with buyer c. Calling the prospects via telephone d. Preparing good presentations