Exam 1: Selling and Salespeople

_____ sell to firms that resell the products rather than using them within the firm.

Which of the following is usually the first step in the selling process of a product?

Which of the following statements about salesperson relationships with customers and prospects is true?

In the context of tangible benefits,which of the following products are easier to sell than others?

Activities such as prospecting for new customers,making sales presentations,demonstrating products,negotiating price and delivery terms,writing orders,and increasing sales to existing customers are only part of a sales job.

When selling a product,the collection of buyer-specific benefits that a seller offers to a buyer is known as:

The set of people and organizations responsible for the flow of products and services from the producer to the ultimate consumer is called a firm's:

A firm's products move from the manufacturer to the final user through a series of institutions called a production network.

Customers who use multiple channels or sources for gathering information are referred to as "omnichannel buyers."

Jennifer and Selena are employed by their firm to sell its products.Jennifer is required to go to the customer's residence and demonstrate the features and benefits of the products,whereas Selena is required to conduct sales by calling existing customers.Which of the following statements is most likely true about the scenario?

Vincent spends very little time explaining the features of a product to a customer.His colleagues state that salespeople need to be creative in order to generate sales.Vincent says that he is not required to be creative because of the type of customers he is required to handle.Which of the following strengthens Vincent's belief?

A salesperson is required to show high levels of creativity when he or she has to sell a service rather than a product to a new customer.

Vincent is the sales manager of his company,which manufactures aluminum and alloys.He contacts different spacecraft manufacturers and aviation companies that use these raw materials and sells them his company's products.This enables him to eliminate all levels of middlemen in his sales.Which of the following statements is most likely true about this scenario?

Which of the following is usually the last step in the selling process of a product?

Valerie's goal as a sales representative is to _____,which is the total benefit that her company's products and services provide to buyers.

Pacific Rim Co.sells outdoor furniture,garden and patio accessories,baskets,floral arrangements,and pottery to retail garden nurseries.Its salespeople are known as:

Inside selling typically is more demanding than field selling because the former entails more intense interactions with customers.

The difference between a distributor and a manufacturers' agent is that a manufacturers' agent:

Why does personal selling work better than other communication options available to firms selling in the business-to-business market?

From a buyer's perspective,value in a purchase decision equals _____.