Question 1

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

Accepted Answer

A)  marketing expert 
B)  excellent salesperson 
C)  sales cycle 
D)  boundary spanner 
E)  BANT 
A)  marketing expert 
B)  excellent salesperson 
C)  sales cycle 
D)  boundary spanner 
E)  BANT D

Question 2

Marketers are the "eyes and ears" of their companies.

Accepted Answer

A) True 
 B)False  False

Question 3

What is the biggest disadvantage of outsourcing sales efforts? Explain.

Accepted Answer

Organizations who decide to outsource their sales team give up a significant amount of control.This is in terms of what to sell and when to sell it.The company's initiatives can be much more thoroughly implemented when the sales staff is required to offer specific products because that is their only option.Outsourced sales staff may sell other products,even competitor's product.Thus,the organization cannot be sure that their products are always being pushed.

Question 4

The objective of lead management is to:

Accepted Answer

A)  move forward with leads that do not have ethical issues associated with them. 
B)  assign leads to the appropriate sales professionals. 
C)  grow new business. 
D)  provide marketers with research opportunities. 
E)  provide a special incentive fund. 
A)  move forward with leads that do not have ethical issues associated with them. 
B)  assign leads to the appropriate sales professionals. 
C)  grow new business. 
D)  provide marketers with research opportunities. 
E)  provide a special incentive fund.

Question 5

Cold leads are those who are interested but have no immediate plans to buy.

Accepted Answer

A) True 
 B)False

Question 6

A company can outsource all of the sales cycle.

Accepted Answer

A) True 
 B)False

Question 7

_____ works best if the needs of customers vary,but the products being offered are fairly standard.

Accepted Answer

A)  Consultative selling 
B)  Right-sales selling 
C)  Script-based selling 
D)  Strategic-partner selling 
E)  Needs-satisfaction selling 
A)  Consultative selling 
B)  Right-sales selling 
C)  Script-based selling 
D)  Strategic-partner selling 
E)  Needs-satisfaction selling

Question 8

Canned selling is known as _____.

Accepted Answer

A)  consultative selling 
B)  right-sales selling 
C)  script-based selling 
D)  strategic-partner selling 
E)  needs-satisfaction selling 
A)  consultative selling 
B)  right-sales selling 
C)  script-based selling 
D)  strategic-partner selling 
E)  needs-satisfaction selling

Question 9

The _____ determines when a sale is a sale.

Accepted Answer

A)  FTA 
B)  FDA 
C)  FCC 
D)  UCC 
E)  USSC 
A)  FTA 
B)  FDA 
C)  FCC 
D)  UCC 
E)  USSC

Question 10

The sales cycle starts with suspects.

Accepted Answer

A) True 
 B)False

Question 11

A salesperson has the right to share customer information with others outside of one's business.

Accepted Answer

A) True 
 B)False

Question 12

A bonus:

Accepted Answer

A)  is paid at the end of a period of time based on the total amount sold. 
B)  is paid every two weeks. 
C)  is payment for each sale. 
D)  is the minimum level of sales performance for an individual salesperson. 
E)  is the rate at which a potential customer moves. 
A)  is paid at the end of a period of time based on the total amount sold. 
B)  is paid every two weeks. 
C)  is payment for each sale. 
D)  is the minimum level of sales performance for an individual salesperson. 
E)  is the rate at which a potential customer moves.

Question 13

A customer who is not loyal to one brand and instead focuses on price has a(n)_____ with the seller.

Accepted Answer

A)  transactional relationship 
B)  strategic partnership 
C)  joint venture 
D)  functional relationship 
E)  affiliative selling relationship 
A)  transactional relationship 
B)  strategic partnership 
C)  joint venture 
D)  functional relationship 
E)  affiliative selling relationship

Question 14

The process of rating leads based on the readiness of potential buyers to purchase products is known as _____.

Accepted Answer

The answer of The process of rating leads based on...

Question 15

Courts often uphold a seller's obligation to protect the buyer's information,even with no nondisclosure agreement.

Accepted Answer

A) True 
 B)False

Question 16

_____ may influence a buyer's decision,but the decision remains with the buyer.

Accepted Answer

The answer of _____ may influence a buyer's decision,but the...

Question 17

Independent agents often sell products from just one company,as they are hired by individual sellers.

Accepted Answer

A) True 
 B)False

Question 18

FEBA stands for _____,______,______,and _______.

Accepted Answer

feature; e

Question 19

Explain the role of an order taker and an order getter.

Accepted Answer

An order taker is a salesperson whose pr

Question 20

According to the _____,managers have to develop policies and practices that codify ethical behaviors,train salespeople on ethics policies,and ensure that the policies are followed.

Accepted Answer

Federal Se

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

Marketers are the "eyes and ears" of their companies.

What is the biggest disadvantage of outsourcing sales efforts? Explain.

The objective of lead management is to:

Cold leads are those who are interested but have no immediate plans to buy.

A company can outsource all of the sales cycle.

_____ works best if the needs of customers vary,but the products being offered are fairly standard.

Canned selling is known as _____.

The _____ determines when a sale is a sale.

The sales cycle starts with suspects.

A salesperson has the right to share customer information with others outside of one's business.

A bonus:

A customer who is not loyal to one brand and instead focuses on price has a(n)_____ with the seller.

The process of rating leads based on the readiness of potential buyers to purchase products is known as _____.

Courts often uphold a seller's obligation to protect the buyer's information,even with no nondisclosure agreement.

_____ may influence a buyer's decision,but the decision remains with the buyer.

Independent agents often sell products from just one company,as they are hired by individual sellers.

FEBA stands for _,,,and ___.

Explain the role of an order taker and an order getter.

According to the _____,managers have to develop policies and practices that codify ethical behaviors,train salespeople on ethics policies,and ensure that the policies are followed.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters

Exam 13: Professional Selling

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

Marketers are the "eyes and ears" of their companies.

What is the biggest disadvantage of outsourcing sales efforts? Explain.

The objective of lead management is to:

Cold leads are those who are interested but have no immediate plans to buy.

A company can outsource all of the sales cycle.

_____ works best if the needs of customers vary,but the products being offered are fairly standard.

Canned selling is known as _____.

The _____ determines when a sale is a sale.

The sales cycle starts with suspects.

A salesperson has the right to share customer information with others outside of one's business.

A bonus:

A customer who is not loyal to one brand and instead focuses on price has a(n)_____ with the seller.

The process of rating leads based on the readiness of potential buyers to purchase products is known as _____.

Courts often uphold a seller's obligation to protect the buyer's information,even with no nondisclosure agreement.

_____ may influence a buyer's decision,but the decision remains with the buyer.

Independent agents often sell products from just one company,as they are hired by individual sellers.

FEBA stands for _____,______,______,and _______.

Explain the role of an order taker and an order getter.

According to the _____,managers have to develop policies and practices that codify ethical behaviors,train salespeople on ethics policies,and ensure that the policies are followed.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters

FEBA stands for _,,,and ___.