Exam 1: Overview of Personal Selling

In the context of the attributes required for a successful sales career, written communications skills:

Which of the following characteristics of sales careers has increased due to multicultural diversity in customer segments?

_____ is based on the notion that the customer is buying to satisfy a particular requirement or set of requirements.

In trust-based relationship selling, _____.

In the context of the attributes required for a successful sales career, which of the following attributes include bringing others together and reconciling differences?

Which of the following is the first step in the problem-solving approach to selling?

Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect a customer's business.

Continued affirmation is an example of _____.

The customers of Daprosoft are concerned about the price of the company's new software. Susan, a sales manager at Daprosoft, must thoroughly satisfy their curiosity about the benefits they are likely to receive after purchasing the product . In this scenario, Susan's customers are concerned about _____.

In the context of personal selling jobs that focus on new businesses , the task of _____ requires creative selling and the ability to counter the resistance to change that will likely be present in prospective customers.

Which of the following approaches to personal selling is best suited when time is severely constrained?

According to a study that examined the status of sales as a true profession, sales needs additional progress in two areas to be viewed as a profession on par with law, medicine, and other long-recognized professions. One of these areas is:

The _____ has received considerable attention in recent years as an alternative to field selling.

Starting salaries for inexperienced salespeople with a college degree typically average $85,000-$90,000, with opportunities to earn more through bonuses and commissions.

Which of the following helps salespeople determine their prospective customer's strategic priorities?

The most important part of a salesperson's job is:

In the context of business-to-business marketing, which of the following is the most important part of marketing communications?

_____ is a form of personal selling that requires that salespeople earn the c onfidence of their customers and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value.

In the context of the attributes required for a successful sales career, which of the following includes asking appropriate questions and not interrupting at inappropriate times?

All order-getters are also pioneers and all pioneers are also order-getters.