Question 1

According to Theodore Levitt,author of The Marketing Imagination,people buy:

Accepted Answer

A) products that offer a "no hassle" guarantee. 
B) the expectations of benefits you promised. 
C) the specific product you offer. 
D) a product that makes them look good. 
E) the promise of a long-term relationship. 
A) products that offer a "no hassle" guarantee. 
B) the expectations of benefits you promised. 
C) the specific product you offer. 
D) a product that makes them look good. 
E) the promise of a long-term relationship.

Question 2

During a personal visit follow-up,a salesperson should:

Accepted Answer

A) reinforce the buyer-seller relationship that was established during the sales process. 
B) eliminate buyer's remorse. 
C) do value reinforcement. 
D) express appreciation for the purchase. 
E) all of the above 
A) reinforce the buyer-seller relationship that was established during the sales process. 
B) eliminate buyer's remorse. 
C) do value reinforcement. 
D) express appreciation for the purchase. 
E) all of the above

Question 3

Upselling is an attempt to get customers to increase the size of their order.

Accepted Answer

A) True 
 B)False

Question 4

The primary reason(s)people stop buying from a particular representative is:

Accepted Answer

A) lower competitor prices. 
B) poor sales person values. 
C) product quality. 
D) unethical behavior. 
E) poor service. 
A) lower competitor prices. 
B) poor sales person values. 
C) product quality. 
D) unethical behavior. 
E) poor service.

Question 5

The main cause of customer attrition is:

Accepted Answer

A) poor service. 
B) price dissatisfaction. 
C) rigid company policies. 
D) new competitors. 
E) product dissatisfaction. 
A) poor service. 
B) price dissatisfaction. 
C) rigid company policies. 
D) new competitors. 
E) product dissatisfaction.

According to Theodore Levitt,author of The Marketing Imagination,people buy:

During a personal visit follow-up,a salesperson should:

Upselling is an attempt to get customers to increase the size of their order.

The primary reason(s)people stop buying from a particular representative is:

The main cause of customer attrition is:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

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Exam 15: Servicing the Sale and Building the Partnership

According to Theodore Levitt,author of The Marketing Imagination,people buy:

During a personal visit follow-up,a salesperson should:

Upselling is an attempt to get customers to increase the size of their order.

The primary reason(s)people stop buying from a particular representative is:

The main cause of customer attrition is:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters