Exam 2: Evolution of Selling Models That Compliment the Marketing Concept

Jenny Johansson sells customized buses like the ones bands use while on road tours. Her company has recently assigned her to a new territory in the Upper Midwest, and she is reevaluating the sales strategies she used in her old territory in New England. -At a party,Jenny talks to a flight attendant who mentions the passenger she had in first class who needed a second seat for his oxygen and other medical equipment.Jenny realizes that modifying buses for medical needs instead of luxury could open a whole new market.This is an example of:

XFormation is a company that develops and delivers custom trainings for products, procedures, and change at companies. XFormation developers have extensive knowledge of adult learning theory, and the trainers are dynamic, engaged teachers. -Which of the following is an example of a relationship strategy salespeople for XFormation could use?

E-commerce has contributed to the decline in popularity of transactional selling.

A well-thought-out plan for establishing,building,and maintaining quality relationships is a:

A major reason for the demise of the product solution is the growing number of look-alike products.

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

In consultative selling,the customer is seen as:

Jenny Johansson sells customized buses like the ones bands use while on road tours. Her company has recently assigned her to a new territory in the Upper Midwest, and she is reevaluating the sales strategies she used in her old territory in New England. -Jenny is working on her sales strategy for a mid-sized town in her territory.One of her ideas is to stretch out of the traditional prospect pool of traveling performers,who are not headquartered in the Upper Midwest,and open up new markets with corporations that need customized buses for executives. This thinking process Jenny is participating in is called:

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork. All the mothers who have tried it have loved it, and it is priced comparably to normal planners, although it offers much more. -Company management is having a difficult time deciding whether to allot more money to a marketing campaign involving ad buys and promotional events,or to a staff of sales representatives to sell the organizers.What factor should they consider in allotting the budget?

A(n)________ is a well thought-out plan for establishing,building and maintaining quality selling relationships.

The partnering concept,as an enhancement of personal selling,became very popular in the 1970s.

Which of the following statements would NOT be an application of the marketing concept?

Account managers from Dentsply International help add value for their dentist customers by:

The customer strategy always takes into consideration:

The process of building and maintaining strong customer relationships by providing customer value is called:

The development of a personal selling philosophy most likely involves:

The ultimate goal of the "marketing concept" is:

Which of the following is a step to creating and delivering the customer value model?

Jenny Johansson sells customized buses like the ones bands use while on road tours. Her company has recently assigned her to a new territory in the Upper Midwest, and she is reevaluating the sales strategies she used in her old territory in New England. -While making a sales presentation to the head of a local company,Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines.This adds another 3-4 hours to some trips,and has caused him to miss 10 flights in the previous year.This conversation is:

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.