Question 1

List and describe four types of selling strategies and describe when they can be best utilized.

Accepted Answer

1)Script-Based Selling-A form of selling

Question 2

_____ involves a selling strategy in which a salesperson uses special expertise to create a somewhat customized solution to a buyer's problem.

Accepted Answer

A) Consultative selling 
B) Right-sales selling 
C) Script-based selling 
D) Strategic-partner selling 
E) Needs-satisfaction selling 
A) Consultative selling 
B) Right-sales selling 
C) Script-based selling 
D) Strategic-partner selling 
E) Needs-satisfaction selling

Question 3

The funnel refers to how long it takes to close a sale.

Accepted Answer

A) True 
 B)False

Question 4

Salespeople are the most appropriate channel for companies that need to sell at a very low cost.

Accepted Answer

A) True 
 B)False

Question 5

Marketers are the "eyes and ears" of their companies.

Accepted Answer

A) True 
 B)False

Question 6

Explain how salespeople help marketing efforts.

Accepted Answer

Salespeople communicate market feedback.

Question 7

Brand awareness opens doors for salespeople.

Accepted Answer

A) True 
 B)False

Question 8

A sales quota refers to the minimum level of sales performance for an individual salesperson.

Accepted Answer

A) True 
 B)False

Question 9

_____ are more likely to occur when the buyer needs a significant amount of expertise from the seller.

Accepted Answer

Affiliativ

Question 10

David represents a potato chip company.He calls on supermarkets to discuss pricing and product placement.David is a(n)_____.

Accepted Answer

A) trade salesperson 
B) prospector 
C) professional marketer 
D) account manager 
E) missionary salesperson 
A) trade salesperson 
B) prospector 
C) professional marketer 
D) account manager 
E) missionary salesperson

Question 11

According to the _____,managers have to develop policies and practices that codify ethical behaviors,train salespeople on ethics policies,and ensure that the policies are followed.

Accepted Answer

Federal Se

Question 12

The sales cycle starts with suspects.

Accepted Answer

A) True 
 B)False

Question 13

The Universal Commercial Code governs _____.

Accepted Answer

The answer of The Universal Commercial Code governs _____....

Question 14

Salespeople can track their conversion ratios to identify which stages of the sales cycle they need to work on.

Accepted Answer

A) True 
 B)False

Question 15

Sales executives typically focus solely on sales.

Accepted Answer

A) True 
 B)False

Question 16

_____ may influence a buyer's decision,but the decision remains with the buyer.

Accepted Answer

The answer of _____ may influence a buyer's decision,but the...

Question 17

In addition to metrics the salesperson uses,what other types of measures do sales managers utilize?

Accepted Answer

Market share,or how much of the market i

Question 18

Cold leads are those who are interested but have no immediate plans to buy.

Accepted Answer

A) True 
 B)False

Question 19

The characteristics of a qualified prospect includes someone who has the:

Accepted Answer

A) brains,autonomy,need for,and time to purchase a product. 
B) budget,autonomy,need for,and clout to purchase a product. 
C) brains,authority,need for,and time to purchase a product. 
D) budget,authority,need for,and clout to purchase a product. 
E) budget,authority,need for,and time to purchase a product. 
A) brains,autonomy,need for,and time to purchase a product. 
B) budget,autonomy,need for,and clout to purchase a product. 
C) brains,authority,need for,and time to purchase a product. 
D) budget,authority,need for,and clout to purchase a product. 
E) budget,authority,need for,and time to purchase a product.

Question 20

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

Accepted Answer

A) marketing expert 
B) excellent salesperson 
C) sales cycle 
D) boundary spanner 
E) BANT 
A) marketing expert 
B) excellent salesperson 
C) sales cycle 
D) boundary spanner 
E) BANT

List and describe four types of selling strategies and describe when they can be best utilized.

_____ involves a selling strategy in which a salesperson uses special expertise to create a somewhat customized solution to a buyer's problem.

The funnel refers to how long it takes to close a sale.

Salespeople are the most appropriate channel for companies that need to sell at a very low cost.

Marketers are the "eyes and ears" of their companies.

Explain how salespeople help marketing efforts.

Brand awareness opens doors for salespeople.

A sales quota refers to the minimum level of sales performance for an individual salesperson.

_____ are more likely to occur when the buyer needs a significant amount of expertise from the seller.

David represents a potato chip company.He calls on supermarkets to discuss pricing and product placement.David is a(n)_____.

According to the _____,managers have to develop policies and practices that codify ethical behaviors,train salespeople on ethics policies,and ensure that the policies are followed.

The sales cycle starts with suspects.

The Universal Commercial Code governs _____.

Salespeople can track their conversion ratios to identify which stages of the sales cycle they need to work on.

Sales executives typically focus solely on sales.

_____ may influence a buyer's decision,but the decision remains with the buyer.

In addition to metrics the salesperson uses,what other types of measures do sales managers utilize?

Cold leads are those who are interested but have no immediate plans to buy.

The characteristics of a qualified prospect includes someone who has the:

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

What Is Marketing

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and Traditional Media Marketing

Digital Marketing

Customer Satisfaction, loyalty, and Empowerment

Price, the Only Revenue Generator

The Marketing Plan

Filters

Exam 13: Professional Selling

List and describe four types of selling strategies and describe when they can be best utilized.

_____ involves a selling strategy in which a salesperson uses special expertise to create a somewhat customized solution to a buyer's problem.

The funnel refers to how long it takes to close a sale.

Salespeople are the most appropriate channel for companies that need to sell at a very low cost.

Marketers are the "eyes and ears" of their companies.

Explain how salespeople help marketing efforts.

Brand awareness opens doors for salespeople.

A sales quota refers to the minimum level of sales performance for an individual salesperson.

_____ are more likely to occur when the buyer needs a significant amount of expertise from the seller.

David represents a potato chip company.He calls on supermarkets to discuss pricing and product placement.David is a(n)_____.

According to the _____,managers have to develop policies and practices that codify ethical behaviors,train salespeople on ethics policies,and ensure that the policies are followed.

The sales cycle starts with suspects.

The Universal Commercial Code governs _____.

Salespeople can track their conversion ratios to identify which stages of the sales cycle they need to work on.

Sales executives typically focus solely on sales.

_____ may influence a buyer's decision,but the decision remains with the buyer.

In addition to metrics the salesperson uses,what other types of measures do sales managers utilize?

Cold leads are those who are interested but have no immediate plans to buy.

The characteristics of a qualified prospect includes someone who has the:

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

What Is Marketing

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and Traditional Media Marketing

Digital Marketing

Customer Satisfaction, loyalty, and Empowerment

Price, the Only Revenue Generator

The Marketing Plan

Filters