Which of the following statements is true of a business-to-business sales environment?
answer
Salespeople in a business-focused environment are required to travel more extensively than in a consumer-focused environment.
question
A purchase situation involving a personal, paid-for communication between two people in an attempt to influence each other is called _____________.
answer
personal selling
question
Which of the following is a disadvantage of personal selling?
answer
Continual sales force management and training are necessary.
question
Personal selling becomes more important as the _____.
answer
value of a product grows
question
Which of the following statements is true of personal selling?
answer
It provides a detailed explanation or demonstration of the product.
question
Which of the following statements is a difference between advertising and personal selling?
answer
Advertising can respond only to the questions and the objections that a copywriter thinks are important to customers, whereas salespeople can provide explanations to a prospect.
question
Which of the following is most likely to require personal selling?
answer
A new type of medical imaging machine used in diagnosis
question
Which of the following refers to a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships?
answer
relationship selling
question
Which of the following statements is true of relationship selling?
answer
It results in loyal customers who purchase from the company time after time, often with an increased share-of-purchase.
question
Which of the following statements is a difference between relationship selling and personal selling?
answer
Relationship selling focuses on building mutual trust between a buyer and a seller, whereas personal selling methods attempt to persuade the buyer to accept a point of view.
question
Check My Work
A sales _____ is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.
answer
proposal
question
Which of the following is true of a customer profile?
answer
It helps in developing and proposing solutions.
question
Which of the following best defines a sales presentation?
answer
It is a formal meeting in which a salesperson has the opportunity to deliver a sales proposal.
question
Laelle Inc., a company with a large employee base and offices in multiple cities, has an in-house medical care unit for its employees at each office location. Joe, a salesperson at AvaMed Pharmacy, has approached Laelle Inc. to offer AvaMed's services in supplying medicines to the medical care units. In this scenario, which of the following is a relevant aspect for Joe to consider while conducting a needs assessment for the prospect?
answer
He should point out that many of the medicines stocked by the medical care units are not fully used before their expiry date.
question
Irwin, a life insurance agent, strictly follows the sales cycle to sell life insurance policies to prospective buyers. After identifying the people who are most likely to buy life insurance, he proceeds to determine if they need insurance. He also checks if these people are willing to see him and are accessible. In this scenario, Irwin is
answer
qualifying sales leads
question
A _____ is a statement of a salesperson's sales goals, usually based on sales volume.
answer
quota
question
When recruiting a sales force, which of the following traits should sales managers look for in applicants?
answer
A sense of urgency and competitiveness
question
Which of the following indicates the ability to place oneself in someone else's shoes—which enables salespeople to understand the client?
answer
empathy
question
Which of the following statements is true of sales force training?
answer
A trainee works in inside sales for an extended period of time before being given an outside territory to cover.
question
Sandra recently took up the role of a senior sales manager at Luxe, a clothing brand. She wants to ensure that the sales force working under her supervision meets the sales targets. In this case, which of the following must Sandra do?
answer
Assign quotas to her team
question
_____ involves monitoring and leveraging customer interactions to sell a company's products and to increase customer service.
answer
campaign management
question
An internal management philosophy under which a company customizes its product and service offering based on data generated through interactions between customers and the company is termed _____.
answer
customer-centric
question
Which of the following statements is true of customer relationship management (CRM)?
answer
It involves developing relationships with customers through touch points and data mining.
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Which of the following statements is true of the interaction between customers and an organization?
answer
Any touch point a customer has with the organization constitutes an interaction.
question
Which of the following statements is true of loyalty programs?
answer
They provide information about customers and shopping trends.
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