Exam 2: The Process of Selling and Buying

Missionary salespeople often do not take orders from customers directly but persuade customers to buy their firm's product from distributors or wholesalers.

The move from transactional selling to relationship selling necessitates rethinking performance evaluation.

Which of the following is one of the characteristics that generally distinguishes B2B sales from B2C sales?

Fiona, a new sales rep for a pharmaceutical company, has considerable autonomy. She makes her own schedule, determining which customers to see and how often but, she knows her supervisor is keeping close tabs on

Which driver of change in the selling environment recognizes that sales managers are often guilty of blocking successful relationship selling?

During which stage of the buying process is the buying center most likely to be involved?

In today's rapidly changing selling environment, sellers

The fact that most customers have different needs and problems forcing salespeople to work to develop unique solutions creates _____________ in sales careers.

For most professional salespeople, it is the simplicity and lack of challenge of their jobs that motivate them.

Your university puts together a team including faculty, admissions staff, development personnel, financial aid and others to collectively sell the university. In a business, this team might be called a

In recent years, the average cost of making a sales call has declined.

A salesperson engaged in cold canvassing would be:

After beginning a sales presentation, Henriette realizes the prospect already knows much of what she is presenting. She decides to skip a large part of her presentation and moves to a comparison of her company's products to competing products. Henriette showed the _____________ selling skill.

For which of the following products or services is an organization most likely to perform all of the steps in the buying decision?

Which of the following is NOT one of the top ten success factors in selling?

Describe the six stages of the selling process.

Studies of the activities of salespeople show that, over the last decade,

What type of customer is often referred to as a ""key account""?

Roland is putting together a selling center for his company. He will likely include

A company that includes a toll-free phone number in its advertisements and asks customers to call the number to find out more about a specific product is using outbound telemarketing as a prospecting tool.