BMKT 325 Q4 MONTANA STATE
UNIVERSITY STUDY QUESTIONS AND
ANSWERS
personal selling - ANSWER-A promotional technique involving a sales representative engaging
directly with a prospective customer with the intention of making a sale
prospecting - ANSWER-Developing a database of potential customers
approach - ANSWER-The manner in which a salesperson contacts a potential customer
closing - ANSWER-The stage in the personal selling process when the salesperson asks the
prospect to buy the product
support personnel - ANSWER-Sales staff members who facilitate selling but usually are not
involved solely with making sales
missionary salespeople - ANSWER-Support salespeople, usually employed by a manufacturer,
who assist the producer's customers in selling to their own customers
trade salespeople - ANSWER-Salespeople primarily involved in helping a producer's customers
promote a product
technical salespeople - ANSWER-Support salespeople who give technical assistance to a firm's
current customers
virtual selling - ANSWER-The collection of processes and tools that allow salespeople to
remotely connect with customers through both real-time and asynchronous communications
team selling - ANSWER-The use of a team of experts from all functional areas of a firm, led by a
salesperson, to conduct the personal selling process
relationship selling - ANSWER-The building of mutually beneficial long-term associations with a
customer through regular communications over prolonged periods of time
straight salary compensation plan - ANSWER-Paying salespeople a specific amount per time
period, regardless of selling effort
straight commission compensation plan - ANSWER-Paying salespeople according to the amount
of their sales in a given time period
UNIVERSITY STUDY QUESTIONS AND
ANSWERS
personal selling - ANSWER-A promotional technique involving a sales representative engaging
directly with a prospective customer with the intention of making a sale
prospecting - ANSWER-Developing a database of potential customers
approach - ANSWER-The manner in which a salesperson contacts a potential customer
closing - ANSWER-The stage in the personal selling process when the salesperson asks the
prospect to buy the product
support personnel - ANSWER-Sales staff members who facilitate selling but usually are not
involved solely with making sales
missionary salespeople - ANSWER-Support salespeople, usually employed by a manufacturer,
who assist the producer's customers in selling to their own customers
trade salespeople - ANSWER-Salespeople primarily involved in helping a producer's customers
promote a product
technical salespeople - ANSWER-Support salespeople who give technical assistance to a firm's
current customers
virtual selling - ANSWER-The collection of processes and tools that allow salespeople to
remotely connect with customers through both real-time and asynchronous communications
team selling - ANSWER-The use of a team of experts from all functional areas of a firm, led by a
salesperson, to conduct the personal selling process
relationship selling - ANSWER-The building of mutually beneficial long-term associations with a
customer through regular communications over prolonged periods of time
straight salary compensation plan - ANSWER-Paying salespeople a specific amount per time
period, regardless of selling effort
straight commission compensation plan - ANSWER-Paying salespeople according to the amount
of their sales in a given time period
