Exam 1: Relationship Selling Opportunities in the Information Economy

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes.Even with this useful application,Peter still needs to develop personal selling skills in order to:

In a well-structured sales department,inside and outside salespeople often:

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

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

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?

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. -Which of the following would be a reason for Sanchez to remain in his Senior Regional Sales Director position instead of moving to executive management?

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 create value for the customer with this product?