Exam 1: Relationship Selling Opportunities in the Information Economy

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 in 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?

________ income helps satisfy our need for recognition and security.

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 in sales. -What essential quality will Roni need to have to be successful in sales?

Which of the following sectors would NOT be considered to be part the service industry?

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?

Examples of industries in the service channel include convention centers,banking,and advertising.

Another name for missionary salespeople is "detail salespeople."

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. -To effectively and efficiently sell the product,what type of salespeople should the company hire?

________ has no value until it is communicated effectively.

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction-also the cause of his steady rise in the company-is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships. -Sanchez decides to try something new in the Southwest Region.He had been following the model of sending outside sales reps to follow up with prospects who expressed interest in the product by various prospecting methods.Now he will augment those efforts by hiring teams of sales reps to show the product to managers and buyers at stores that do not carry the DECA line but sell complimentary products,and to call these managers on the phone based on qualifying work the sales reps in the store have done.What two types of sales reps will Sanchez most likely hire to comprise these teams?

Salespeople today need to have more education and skills than salespeople did in the past.

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?

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

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company.In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

List and describe the four major employment settings for sales personnel.

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

The ________ salesperson is usually not compensated on the basis of the orders obtained,but receives recognition for indirectly increasing sales.

Terri Milano,employed by a manufacturer of home electronics,offers assistance to retailers in such areas as credit policies,pricing display and store layout.She also collects information regarding acceptance of her firm's products.She is performing the duties 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. -How does a sales rep most likely create value for the customer with this product?