Exam 1: Relationship Selling Opportunities in the Information Economy

The ________ salesperson is usually not compensated on the basis of the orders obtained,but receives recognition for indirectly increasing sales.

Psychic income in selling most likely refers to which one of the following?

Firms that hire professionals such as accountants and engineers almost always hire separate sales staff so the professionals do not have to sell.

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction–also the cause of his steady rise in the company–is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships -Sanchez decides to try something new in the Southwest Region. He had been following the model of sending outside sales reps to follow up with prospects who expressed interest in the product by various prospecting methods. Now he will augment those efforts by hiring teams of sales reps to show the product to managers and buyers at stores that do not carry the DECA line but sell complimentary products,and to call these managers on the phone based on qualifying work the sales reps in the store have done. What two types of sales reps will Sanchez most likely hire to comprise these teams?

Companies that deliver their own corporate-sponsored training do not also use training programs provided by commercial vendors.

The highest compensation for salespeople generally goes to those focusing on transactional sales.

Which of the following would be a reason for Sanchez to remain in his Senior Regional Sales Director position instead of moving to executive management?

A start-up has developed a business-to-business product that allows for integration of inventory, billing, shipping, teleconferencing, and webinar functions. This allows salespeople to demonstrate, check inventory, close a sale, and ship the product during a presentation with the client in person or by webinar. -To train the sales reps,the company should most likely:

What essential quality will Roni need to have to be successful in sales?

Sales opportunities in the service sector are most likely expanding because:

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes. Even with this useful application,Peter still needs to develop personal selling skills in order to:

Terri Milano,employed by a manufacturer of home electronics,offers assistance to retailers in such areas as credit policies,pricing display,and store layout. She also collects information regarding acceptance of her firm's products. She is performing the duties of a(n):

List the four sources of sales training.

The duties of inside salespeople may overlap heavily with the duties of:

List and describe the four major employment settings for sales personnel.

Convention center sales managers,investment securities brokers,and real estate salespeople all have one thing in common-they sell a(n)________.

Network(multilevel)marketing is different from traditional sales in that it:

Corporate-sponsored sales training usually includes training on:

Born salespeople have an advantage over people who learn selling skills through training.