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. -Despite her interest in sales,Roni is concerned when she learns that,on average,female salespeople make less money than male salespeople do.Which one of the following statements is true?

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 all of the 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 manger 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. -To become a successful salesperson,Sanchez had to adopt a personal selling philosophy.Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has practiced and honed to become successful?

Sales opportunities in the service sector are expanding because:

Network (multilevel)marketing is different from traditional sales in that it:

The highest compensation for salespeople generally goes to those focusing on transactional sales.

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

Salespeople have an advantage over workers in other positions when being considered for promotion to positions of greater responsibilities because:

Some top-performing salespeople earn more than their managers.This compensation is made up of:

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

Trade selling and missionary (detail)sales are both examples of sales:

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 all of the 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 manger 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 and his department are using which of the following sales methods?

The duties of inside salespeople may overlap heavily with the duties of:

Commercial vendors who provide sales training offer courses based on:

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 all of the 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 manger 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's success is due largely to the fact that:

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 is taking a time management class as an elective in college,because she feels she occasionally struggles with managing her time and tasks.What effect do time management skills have on a career in sales?

Which one of the following people would NOT be considered a "knowledge worker"?

________ has no value until it is communicated effectively.

Knowledge workers are people who succeed by adding value to information.

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:

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?