| A | B |
|---|
| A sales _______ can be in multiple fields | Career |
| Customers who have developed brand loyalty for a product will use this type of decision making | routine |
| In retail selling vacuuming and dusting examples of THIS part of the sale | PRE-approach |
| Salespeople are connected while away from an office through THESE | mobile devices |
| After visiting a customer, a sales representative __________ reports on the sales call | always |
| Sales techniques that are prohibited by most businesses are either damaging to reputation or THIS | illegal |
| if you are purchasing something that you have bought before but don't have a ton of experience purchasing it, you would use this type of decision making | limited |
| A system that involves finding customers and keeping them satisfied | customer relationship management |
| When you have always bought a brand and are going to continue to buy that brand without giving it any thought you are using this type of decision making | routine |
| protects customers from fraudulent or unethical selling practices | sales regulations |
| The four steps used by sales managers when training new sales personnel are explanation,_______________, trial, and critique. | demonstration |
| Some of the duties of these people are to establish the guidelines and policies for the sales team | sales managers |
| A salesperson exceeded his/her goal set for the month by her manager which is called THIS | sales quota |
| To show appreciation, a business offers regular patrons rewards through a | customer loyalty program |
| A Business making a decision that it has never made before would represent THIS type of decision making | extensive |
| An example of Web-based companies that sell customized subscription CRM services | Oracle CRM OnDemand |
| Companies can solidify their relationships with customers by using this as a quick and efficient method of communication | email |
| When promising a delivery in one week when you know it will take two weeks is not only an ethically wrong sales tactic but is also.... | illegal |
| When sales people visit a customer without an appointment | cold call |
| help customers make satisfying buying decisions with ongoing relationship | selling |
| this allows for online purchases and product information | company Web site |
| little or no previous experience with an item | extensive decision making |
| This is used when there is sales exchanges between two or more companies | organizational selling |
| these individuals gather information about customers and advise on products suited to need | salespeople |
| companies can stay in touch with customers using this via Facebook and Twitter | social media |
| the components of this include product or service offered, how much, at what price | sales contract |
| phone solicitation to make a sale | telemarketing |
| direct contact between a salesperson and a customer | personal selling |
| this is only paid when salespeople sell an item | commission |
