1.) The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.

		prospect customerization
		pre-sales dialogue
		preapproach
		closing preamble
		sale profiling procedure

2.) One of the benefits with a _________________________ sales force is that travel distances for individual sales people will be minimized.

		quota based
		consumer based
		territorial based
		product based
		segment based

3.) In a CRM framewoork, a ____________________ is every opportunity for interaction with its customers the company has and it can collect data about its customers during each such opportunity.

		data opportunity
		meeting opportunity
		touch point
		meeting point
		interaction point

4.) The company Videojet sells printing equipment to other companies, for example food manufacturers, that is used in manufacturing. Since it sells to other companies, Videojet has a large sales force. This makes sense since __________________________.

		this is the best option when the communication goal is "remind"
		the number of potential buyers is limited but each buyer may account for a high sales volume
		buyers at companies do not have access to any social media
		the company is selling products that are heavily standardized which is a good fit with personal selling
		advertising is too expensive for companies like Videojet

5.) We discussed personal selling and social media marketing. An advantage that these tools have in common is that ___________________________________.

		these are the best tools for creating brand awareness
		these tools make individualized communication possible
		the marketer can quickly reach a high percentage of the target market
		the cost per contact is low
		the company has full control over what is said in this type of communication