Exam 13: Professional Selling

SPIN refers to four types of questions that are designed to fully understand how a problem is creating a need.

_____ call on customers where they are located.

Typically,a sale is when a product is delivered and accepted by a buyer.

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

People who work both inside and outside of the organization are known as _____.

Brochures and case studies are examples of _____.

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

A buyer who needs a significant amount of trust with the seller is looking for a(n)_____.

Short-term bonus payments that companies use to encourage salespeople to sell certain products are known as _____.

A(n)____ involves a situation where someone faces competing expectations from two or more people or groups.

Explain how marketing helps sales efforts.

_____ are often hired by companies because they already sell to the desired market.

People or organizations likely to use new,cutting-edge products are known as _____.

Salespeople are an important part of the U.S.economy.

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

Cold calling is associated with _____.

Companies use a(n)_____ to provide a mechanism for salespeople to enter customer data and for others to retrieve it.

A sales pipeline is also known as a _____.

Boundary spanners consist of people who work ____ of their organizations.

Salespeople act on behalf of both their employer and customer.