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. -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:

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. -Which of the following would be an example of partnering?

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?

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:

Sharon Wiley is a sales representative employed by a leading producer of pharmaceuticals used in veterinary medicine.Recently she attended a university-sponsored seminar that focused on new research findings in selected areas of veterinary medicine.Ms.Wiley is attempting to develop a:

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. -As part of the marketing mix,the makers of the calendar will be running an advertising campaign directed at working mothers.Another part of the marketing mix is sending salespeople to sell:

List the four parts of the marketing mix.