• Hocking Technical College

• BUS MISC

 Chapter 4

Personal Sales NAME: Kaley Newsom

DATE: 3-1-2017

1. In which of the following types of personal sales calls does the salesperson typically make a strong sales pitch, overcome a decision-maker’s objections, and ask for the sale? a. a cold call b. a public relations call c. a presentation call d. a service call 2. Group sales at the Kingsward Hotel have steadily fallen over the past several months. One of the first actions Harry takes as the new director of sales is to shore up the current customer base. He has each account manager call on current clients to promote goodwill and to assure them that the hotel wants to meet their future needs. Which of the following best identifies the type of personal sales calls that Harry wants his staff to make? a. cold calls b. appointment calls c. presentation calls d. public relations calls 3. Sharon, the new director of sales at the Westgate Hotel, assigned each of her three account managers ten personal sales calls a week. The objective was to introduce prospective clients to the products and services of the hotel. Before making the calls, account managers were to gather as much information as possible about their prospects’ needs. Which of the following best describes the type of personal sales calls that Sharon wants her staff to make? a. cold calls b. presentation calls c. public relations calls d. service calls 4. A salesperson would typically use all of the following sources when prospecting for individual and group business in relation to family social functions except: a. retail store managers. b. chamber of commerce listings. c. church officials. d. newspaper stories. 5. Which of the following types of territorial space is the most appropriate for salespeople to use when beginning a sales presentation to an individual decision-maker? a. public space b. social space c. personal space d. intimate space 6. The nonthreatening area that is the greatest distance from a client is called __________ space. a. public b. personal c. intimate d. social