Exam 2: The Process of Selling and Buying

The salesperson for a new streak-free window cleaner made a sales call on a janitorial service. The owner of the janitorial service was unaware of the product, so the salesperson had to begin her presentation by getting the service owner to

What are the roles of different participants in the buying center?

Leah, an account salesperson with a billboard advertising company, knew an important customer wanted particular billboards in her territory. Two years later, when the billboards finally became available, she called the customer and got the sale. Leah showed the __________ selling skill.

The term buying center refers to:

List and describe any five of the top ten success factors for professional salespeople described in the text.

Outline why people go into sales careers.

One of the major reasons why the average cost of a sales call has risen dramatically in recent years is:

Which of the following is NOT one of the six drivers of change identified in reinventing sales organizations?

In terms of the buying center, an employee at a daycare center who realized that babies were getting sick because the center did not use an antibacterial cleaner on all of its wood and plastic surfaces would be both a user and an initiator.

Jami, a sales rep for an industrial products company, took over a territory from another salesperson who had infuriated an important customer. Jami called on that customer regularly for two years, never asking for business. Finally, the customer asked him to bid a job. Jami showed the _____________ selling skill.

What is another name for business-to-business selling? What three types of markets are involved in B2B selling?

The increasing involvement of salespeople in _____________________ is one major reason why the average cost of a sales call has risen.

Betty, the top salesperson for the company, was offered but turned down a promotion to sales manager. Betty probably turned down the position because

Serena is a top salesperson in her company. Her long-term goal is to become CEO. She knows one possible career track is to become a sales manager. The other next-step-option would likely be to become:

Selling in B2B markets involves sales to:

In 1999, salespeople for the Choctaw Casino Resort Group, with six hotels less than two years old, had tremendous success marketing the facilities to fraternal organizations throughout the Southeast. Prior to the 1999 effort by its salespeople, few meeting planners were aware of the meeting facilities that the resort hotels had and how its hotels were designed to provide all of the services needed for a successful meeting. The Choctaw Casino Resort Group salespeople exemplify _____ salespeople.

The first step in the selling process is to qualify prospects.

The buying center tends to be more complex when dealing with a straight rebuy situation.

Which of the following is the best example of a straight rebuy?

In which of the following stages of the selling process is a company's credit and collections department most likely to be heavily involved?