Exam 1: Relationship Selling Opportunities in the Information Economy

Technology has increased the speed at which we collect customer intelligence and disseminate product information,and it allows salespeople to add value for their employers by doing which of the following in addition to selling to customers?

A training and education initiative with specific requirements delivered by an industry professional association to salespeople in that industry is an example of a(n):

A start-up has developed a business-to-business product that allows for integration of inventory, billing, shipping, teleconferencing, and webinar functions. This allows salespeople to demonstrate, check inventory, close a sale, and ship the product during a presentation with the client in person or by webinar -Considering the product and the target market,what would be the best sales model for the company to most likely use?

To become a successful salesperson,Sanchez had to adopt a personal selling philosophy. Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has practiced and honed to become successful?

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an accounting major, but discovered that she is interested in product marketing and sales. -Roni is taking a time management class as an elective in college because she feels she occasionally struggles with effectively managing her time and tasks. What effect do time management skills have on a career in sales?

________ income helps satisfy our need for recognition and security.

Assuming the role of a problem solver is part of developing a personal-selling philosophy.

Sales positions can be a good track for promotion to supervisory-management positions.

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer. Alan is considered a(n):

Tamara Grindel is a doctor who practices with a group of other physicians with the same specialty. She is considering taking a course on selling skills. What is the most important way in which this will help her medical practice?

Salespeople use social media to:

Increased professionalism in personal selling has led to a rise in the number of sales ________ programs offered to those who complete coursework in sales techniques and best practices.

The phrase"information economy"refers to the shift in the economy from:

Trade selling and missionary(detail)sales are both examples of sales:

Well-trained salespeople can add value to the traditional retail shopping experience. Selling for a retailer might involve which of the following products?

Salespeople who are promoted to management make more money than do their coworkers who stay in sales.

The growth rate for service companies is much higher than the growth rate for companies that are selling products.

Another name for missionary salespeople is"detail salespeople."

________ has no value until it is communicated effectively.

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an accounting major, but discovered that she is interested in product marketing and sales. -Roni sees a job posting for a"Business Development Manager in the hospitality industry."Which of the following most accurately describes the duties of this position?