Question 1

List and describe the five strategic steps of the Strategic Consultative Selling Model.

Accepted Answer

1.Developing a personal selling philosop

Question 2

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:

Accepted Answer

A) the value proposition 
B) the marketing mix 
C) presentation strategy 
D) strategic planning 
E) optimization 
A) the value proposition 
B) the marketing mix 
C) presentation strategy 
D) strategic planning 
E) optimization

Question 3

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.
-Because this product looks similar to other products and only differentiates itself when a customer uses it,customers might be more influenced to buy it because of:

Accepted Answer

A) advertising on websites geared to women 
B) marketing campaigns in non-traditional outlets 
C) word of mouth endorsements from other mothers 
D) teacher recommendations 
E) telephone marketing campaigns 
A) advertising on websites geared to women 
B) marketing campaigns in non-traditional outlets 
C) word of mouth endorsements from other mothers 
D) teacher recommendations 
E) telephone marketing campaigns

Question 4

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.
-During a presentation,when communicating the value proposition to the customer,Jenny should focus on:

Accepted Answer

A) the features that make the bus special 
B) how much money driving a bus saves over chartering a plane 
C) how the bus will solve problems for the customer 
D) the gas mileage the bus gets 
E) the materials used in the modification of the bus 
A) the features that make the bus special 
B) how much money driving a bus saves over chartering a plane 
C) how the bus will solve problems for the customer 
D) the gas mileage the bus gets 
E) the materials used in the modification of the bus

Question 5

Business firms vary in terms of how strongly they support the marketing concept.

Accepted Answer

A) True 
 B)False

Question 6

A ________ ________ is a carefully conceived plan that will result in maximum responsiveness to customers.

Accepted Answer

The answer of A ________ ________ is a carefully conceived...

Question 7

The evolution of strategic selling can be traced to:

Accepted Answer

A) a need to use fewer salespeople to sell more products 
B) the growing demand for less expensive products 
C) the need for salespeople to master sales force automation practices 
D) new levels of competition 
E) several trends that resulted in a more complex selling environment 
A) a need to use fewer salespeople to sell more products 
B) the growing demand for less expensive products 
C) the need for salespeople to master sales force automation practices 
D) new levels of competition 
E) several trends that resulted in a more complex selling environment

Question 8

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.
-As a presentation strategy,which of the following makes the most sense for XFormation sales representatives to follow?

Accepted Answer

A) Understand all the training products they sell and how to customize a package for the customer. 
B) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
C) Rehearse the standardized presentation so extensively that it is smooth and flawless,and any prospect would buy from the salesperson. 
D) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
E) U)nderstand the customer's needs and what and how they need to buy 
A) Understand all the training products they sell and how to customize a package for the customer. 
B) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
C) Rehearse the standardized presentation so extensively that it is smooth and flawless,and any prospect would buy from the salesperson. 
D) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
E) U)nderstand the customer's needs and what and how they need to buy

Question 9

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.
-Salespeople for XFormation need to be able to successfully:

Accepted Answer

A) convince a prospect to buy 
B) partner with the prospect to achieve the prospect's training goals 
C) communicate why XFormation trainers are the best 
D) make prospects like them so they will want to buy from them 
E) persuade prospects that the XFormation training course will serve their needs 
A) convince a prospect to buy 
B) partner with the prospect to achieve the prospect's training goals 
C) communicate why XFormation trainers are the best 
D) make prospects like them so they will want to buy from them 
E) persuade prospects that the XFormation training course will serve their needs

Question 10

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 the main goal for XFormation salespeople in terms of product strategy?

Accepted Answer

A) Create products that customers really want to buy instead of products that the company wants to sell. 
B) Understand all the training products they sell and how to customize a package for the customer. 
C) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
D) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
E) Understand the customer's needs and what and how they need to buy. 
A) Create products that customers really want to buy instead of products that the company wants to sell. 
B) Understand all the training products they sell and how to customize a package for the customer. 
C) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
D) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
E) Understand the customer's needs and what and how they need to buy.

Question 11

The effective exchange of information is the foundation of most economic transactions.This is known as:

Accepted Answer

A) exchange theory 
B) personal selling 
C) the value-added economy 
D) the information economy 
E) the post-consumer economy 
A) exchange theory 
B) personal selling 
C) the value-added economy 
D) the information economy 
E) the post-consumer economy

Question 12

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 the customer strategy that XFormation salespeople should use?

Accepted Answer

A) Understand all the training products they sell and how to customize a package for the customer. 
B) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
C) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
D) Spend enough time with the customer that the salesperson lives and breathes the customer's business. 
E) Understand the customer's needs and what and how they need to buy. 
A) Understand all the training products they sell and how to customize a package for the customer. 
B) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
C) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
D) Spend enough time with the customer that the salesperson lives and breathes the customer's business. 
E) Understand the customer's needs and what and how they need to buy.

Question 13

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

Accepted Answer

A) marketing concept 
B) value-added selling 
C) customer relationship management 
D) personal sales philosophy 
E) customer strategy 
A) marketing concept 
B) value-added selling 
C) customer relationship management 
D) personal sales philosophy 
E) customer strategy

Question 14

The goal of strategic alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.

Accepted Answer

A) True 
 B)False

Question 15

Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency.To prepare for this new position,he purchased and read a research report entitled "Buying Habits of Today's Home Buyers." Mr.Villa is attempting to develop a:

Accepted Answer

A) presentation strategy 
B) product strategy 
C) customer strategy 
D) relationship strategy 
E) price strategy 
A) presentation strategy 
B) product strategy 
C) customer strategy 
D) relationship strategy 
E) price strategy

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

The four broad strategic areas of the Strategic/Consultative Selling Model are:

Accepted Answer

A) connected to each other 
B) in conflict with each other 
C) independent of each other 
D) not independent of each other 
E) identical to each other 
A) connected to each other 
B) in conflict with each other 
C) independent of each other 
D) not independent of each other 
E) identical to each other

Question 18

Information technology aids salespeople in creating and maintaining relationships with customers.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements accurately describes value-added selling?

Accepted Answer

A) Value-added selling has emerged as a response to the product strategy. 
B) Value-added selling has emerged as a response to the customer economy. 
C) Value-added selling surfaced during the era of transactional selling. 
D) Value-added selling would not be an appropriate strategy in international markets. 
E) Value-added selling is only appropriate for services,not products. 
A) Value-added selling has emerged as a response to the product strategy. 
B) Value-added selling has emerged as a response to the customer economy. 
C) Value-added selling surfaced during the era of transactional selling. 
D) Value-added selling would not be an appropriate strategy in international markets. 
E) Value-added selling is only appropriate for services,not products.

Question 20

The customer strategy always takes into consideration:

Accepted Answer

A) maintaining a close partnership 
B) what the customer needs 
C) the profit margins of the product 
D) the relationship between the selling partners 
E) the company's sales quotas 
A) maintaining a close partnership 
B) what the customer needs 
C) the profit margins of the product 
D) the relationship between the selling partners 
E) the company's sales quotas

List and describe the five strategic steps of the Strategic Consultative Selling Model.

Business firms vary in terms of how strongly they support the marketing concept.

A is a carefully conceived plan that will result in maximum responsiveness to customers.

The evolution of strategic selling can be traced to:

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. -Salespeople for XFormation need to be able to successfully:

The effective exchange of information is the foundation of most economic transactions.This is known as:

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

The goal of strategic alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.

Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency.To prepare for this new position,he purchased and read a research report entitled "Buying Habits of Today's Home Buyers." Mr.Villa is attempting to develop a:

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

The four broad strategic areas of the Strategic/Consultative Selling Model are:

Information technology aids salespeople in creating and maintaining relationships with customers.

Which of the following statements accurately describes value-added selling?

The customer strategy always takes into consideration:

Relationship Selling Opportunities in the Information Economy

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 Behavior

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 Demonstration

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

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

List and describe the five strategic steps of the Strategic Consultative Selling Model.

Business firms vary in terms of how strongly they support the marketing concept.

A ________ ________ is a carefully conceived plan that will result in maximum responsiveness to customers.

The evolution of strategic selling can be traced to:

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. -Salespeople for XFormation need to be able to successfully:

The effective exchange of information is the foundation of most economic transactions.This is known as:

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

The goal of strategic alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.

Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency.To prepare for this new position,he purchased and read a research report entitled "Buying Habits of Today's Home Buyers." Mr.Villa is attempting to develop a:

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

The four broad strategic areas of the Strategic/Consultative Selling Model are:

Information technology aids salespeople in creating and maintaining relationships with customers.

Which of the following statements accurately describes value-added selling?

The customer strategy always takes into consideration:

Relationship Selling Opportunities in the Information Economy

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 Behavior

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 Demonstration

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

A is a carefully conceived plan that will result in maximum responsiveness to customers.