Exam 2: The Sales Function and Multi-Sales Channels

Apex Ink Producers is considering moving from using its current salesperson-based sales channel to a multiple channel model.Which of the following is a reason Apex would use multiple sales channels instead of a single channel?

Marianne Tocaros is a retail sales rep for a jewelry store.She works only on commission.Which of the following MUST BE true about Marianne?

A salesperson writes up the previous month's sales in what is referred to as a sales forecast.

What are the dangers a company might encounter when it asks its non-sales staff,such as customer service and billing reps,to sell to customers during all interactions?

What does "seamless integration" mean and why is it beneficial for companies? Give an example of a sales and customer service scenario that involves seamless integration.

Explain what an account manager does,including what the difference is between a geographic rep and a vertical rep.

Which of the following is NOT a type of company-employed sales job?

What does it mean to actively influence the supply chain? Give two examples of ways a salesperson can actively influence the supply chain.

Customer service representatives may be asked to sell to current customers during the course of a customer service transaction.

In what type of sales situation is a broker commonly used?

A salesperson can influence the supply chain passively or actively.All of the following are ways a salesperson can influence the supply chain actively EXCEPT:

What is a supply chain?

In a contact center,ideas such as targeted number of calls per hour,call length,customer satisfaction,and amount of sales made are all examples of:

Which of the following is LEAST likely to influence a customer's purchase?

Recently,Turner Telecom decided to require all customer-facing personnel to sell to customers during routine interactions.Management created a set of standards to guide the roll-out process to the customer-facing departments.All of the following actions would advance this process EXCEPT:

The Board of Directors of GenTech Corporation,which manufactures silicone parts for use in surgical procedures,is urging the company's management to convert to an electronic data interchange system.Which of the following is NOT an advantage of electronic data interchange (EDI)?

Manufacturer's reps and distributors are both outsourced salespeople for a company.In what way is a manufacturer's rep different from a distributor?

Clear communication about which channels serve different customers is essential for a company to employ a multi-channel sales approach efficiently.

It costs companies more per transaction to take orders through a website than with a salesperson.

The sales function is different from the selling process for which reason?