Exam 33: Personal Selling and Sales Management

In traditional selling,more time is spent _____ than in relationship selling.

Tremaine Hughes is a salesperson for Allied Pets,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?

Advanced Bionics Advanced Bionics is a global leader in the development of implantable, high-tech neurostimulation devices used to treat deafness and chronic pain. Just two-and-a- half years after introducing its new stimulators, the firm is doing $200 million in domestic sales. How has Advanced Bionics been so successful? Its success can be attributed to its outstanding products and to three aspects of its sales approach. First, Advanced Bionics hired the right talent for its sales force. Companies tend to use experienced sales reps-often hired away from competing companies-to sell new medical devices. This can be very expensive since experienced reps generally expect as much as $200,000 in annual income. So when Advanced Bionics brought its medical device to market, it hired people with no experience selling medical devices and turned them into sales reps. Hiring inexperienced salespeople created some problems, however, and the company experienced high turnover rates during its first two years in operation. Second, Advanced Bionics provided salespeople with a rigorous training program. Third, Advanced Bionics allowed salespeople to plan their own activities while managers monitored their progress and pushed them to improve. In short, the company has been able to succeed by selecting good people, training them well, and managing them carefully. -Refer to Advanced Bionics.Medical Education Training Associates (META)handles the training of new Advanced Bionics sales reps.One of META's advanced courses focuses on building networks among the company's various stakeholders.Networking is often discussed as an approach for developing:

Research has shown that positive customer-salesperson relationships result in:

A _____ is a written document or professional presentation.A _____ is a formal meeting.

Lead qualification involves determining whether a prospect has:

Macy's,Nordstrom,Saks Fifth Avenue,and Barneys New York offer free personal shopping,whereby consultants pull clothing they feel will fit the customer's style and specified need.This free service:

To initiate the CRM cycle,a company must first identify customer relationships within the organization.

A(n)_____ is a statement of sales goals,usually based on sales volume alone.

Using technology provided by Smart Button software,the WNBA's Los Angeles Sparks have implemented a new system that gathers information about its best customers,season ticket holders,and rewards those customers in many ways,including free tickets to Sparks home games and cash prizes.This is an example of a(n)_____ system.

The most popular sales incentives are _____.

What is needed for sales management to be effective?

Creating a(n)_____ during a sales approach helps salespeople optimize their time and resources.

Consultative selling:

Often the task of lead qualification is handled by a telemarketing group or a sales support person who frees the sales representative from the time-consuming task by engaging in:

When a salesperson offers a discount if a prospect places a larger order,he or she is using the process of:

Outdoor gear retailer Recreational Equipment,Inc.(REI)in Washington collects a vast amount of data through its Web site,direct mailings,and retail stores.When REI considers new store locations,it examines order data to find places with high concentrations of customers buying online and through the company's catalogs.REI would be using _____ to identify potential store locations.

A(n)_____ allows marketers to track customers' relationships to the company's products and services.

_____ involves developing product or service offerings customized for the appropriate customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships.

Guilden Corporation has instructed its new salesperson that she is responsible for selling five display cases with infrared heating capability per week,plus calling on five current and 10 potential customers.These objectives comprise her: