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MGT 103: Chapter 19+20 Exam Questions and Answers 100% Pass
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MGT 103: Chapter 19+20 Exam Questions and Answers 100% Pass Personal selling (B2B) - A direct interaction between a company representative and a customer, two- way flow of information Advantages of personal selling: - Immediate feedback, quite persuasive Disadvantages of personal selling: - Ex...

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  • January 8, 2025
  • 7
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

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  • mgt 103 chapter 1920 exam questions and answers

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MGT 103: Chapter 19+20 Exam
Questions and Answers 100% Pass

Personal selling (B2B) - ✔✔A direct interaction between a company representative and a customer, two-

way flow of information


Advantages of personal selling: - ✔✔Immediate feedback, quite persuasive


Disadvantages of personal selling: - ✔✔Expensive per exposure, messages may differ


Much takes please in B2B arena between: - ✔✔Representatives of manufacturers and either wholesalers,

retailers, or end users


Personal Selling (B2C) - ✔✔People in sales (vacuums, solar panels, northwestern mutual investments,

etc.)


-cosmetologists


-dentists


-physisicians


Two general approaches to personal selling: - ✔✔Transactional selling and relationship selling


Transactional selling: - ✔✔A form of personal selling that focuses on making an immediate sale with little

or no concern for developing long-term customer relationship


Relationship selling: - ✔✔Process of building long-term customers by developing mutually satisfying,

win-win relationships with customers, building trust and commitment to customer's needs over time




Author. Barrett, ©2025 All Rights Reserved.

, 2|Page


Inside sales: - ✔✔From a desk, personalized


Outside sales: - ✔✔Reps visiting locations, personalized, selling products into retail stores, setting up

displays


Order taker: - ✔✔Sales person who collects orders, but does not attempt to find new customers or

persuade existing customers to increase the size or frequency of their orders


Order getter: - ✔✔Sales person who increases the firm's sale revenue but acquiring orders from new

customers and more orders from existing customers


Scope and significance of personal selling creating customer value: - ✔✔-identify creative solutions to

customer problems


-ease the customer buying process


-make the after-the-sale follow-up


Stages and objectives of the Personal Selling Process: - ✔✔1.Prospecting


2.Preapproach


3.Approach


4.Presentation


5.Close


6. Follow-up


Prospecting: - ✔✔Search for and qualify prospects


Preapproach - ✔✔Gather information and decide how to approach the prospect


Approach - ✔✔Gain a prospect's attention, stimulate interest, and make transition to the presentation




Author. Barrett, ©2025 All Rights Reserved.

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