Question 1

Account managers can be all of the following EXCEPT:

Accepted Answer

A) an inside salesperson 
B) an outside salesperson 
C) a geographic rep 
D) a vertical rep 
E) a customer service rep 
A) an inside salesperson 
B) an outside salesperson 
C) a geographic rep 
D) a vertical rep 
E) a customer service rep

Question 2

What does "suggestive selling" mean? Why is it an effective technique?

Accepted Answer

Suggestive selling is suggestive that cu

Question 3

A manufacturer's rep can sell one single product line,or can sell for non-competing companies (also known as "principals").What would be the main advantage for the manufacturer's rep of selling multiple product lines?

Accepted Answer

A) The manufacturer's rep would then become a "one-stop shop" for that industry,and would be able to leverage interest in one product line to sell more of others to the same customers. 
B) The manufacturer's rep would sell fewer of each type of product but more products overall,thereby carrying less risk if the economy starts to soften. 
C) The principals would give the manufacturer's rep a higher commission because the rep was carrying products from multiple principals,and they would feel the need to compete with each other for the rep's loyalty. 
D) The principals would monitor the manufacturer's rep's sales closely to make sure the rep was not selling more of other product lines and neglecting theirs. 
E) The principals would be able to sell their product through many different manufacturer's reps in the same geographic area. 
A) The manufacturer's rep would then become a "one-stop shop" for that industry,and would be able to leverage interest in one product line to sell more of others to the same customers. 
B) The manufacturer's rep would sell fewer of each type of product but more products overall,thereby carrying less risk if the economy starts to soften. 
C) The principals would give the manufacturer's rep a higher commission because the rep was carrying products from multiple principals,and they would feel the need to compete with each other for the rep's loyalty. 
D) The principals would monitor the manufacturer's rep's sales closely to make sure the rep was not selling more of other product lines and neglecting theirs. 
E) The principals would be able to sell their product through many different manufacturer's reps in the same geographic area.

Question 4

An advantage of outsourcing the sales function is that selling costs can be shared with other manufacturers.If a company manufactures spark plugs,which would be the best company for them to share their outsourced salespeople with?

Accepted Answer

A) a company that manufactures spark plugs 
B) a company that manufactures fan belts 
C) a company that manufactures bicycle chains 
D) a company that sells credit card processing services 
E) a company that sells advertising in women's magazines 
A) a company that manufactures spark plugs 
B) a company that manufactures fan belts 
C) a company that manufactures bicycle chains 
D) a company that sells credit card processing services 
E) a company that sells advertising in women's magazines

Question 5

Manufacturer's reps,distributors,and brokers are all salespeople that are not employed directly by a company.What are the benefits of using any of these three types of salespeople for a company?

Accepted Answer

Manufacturer's reps,distributors,and bro

Account managers can be all of the following EXCEPT:

What does "suggestive selling" mean? Why is it an effective technique?

A manufacturer's rep can sell one single product line,or can sell for non-competing companies (also known as "principals").What would be the main advantage for the manufacturer's rep of selling multiple product lines?

An advantage of outsourcing the sales function is that selling costs can be shared with other manufacturers.If a company manufactures spark plugs,which would be the best company for them to share their outsourced salespeople with?

Manufacturer's reps,distributors,and brokers are all salespeople that are not employed directly by a company.What are the benefits of using any of these three types of salespeople for a company?

Introduction to Sales Management

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters

Exam 2: The Sales Function and Multi-Sales Channels

Account managers can be all of the following EXCEPT:

What does "suggestive selling" mean? Why is it an effective technique?

A manufacturer's rep can sell one single product line,or can sell for non-competing companies (also known as "principals").What would be the main advantage for the manufacturer's rep of selling multiple product lines?

An advantage of outsourcing the sales function is that selling costs can be shared with other manufacturers.If a company manufactures spark plugs,which would be the best company for them to share their outsourced salespeople with?

Manufacturer's reps,distributors,and brokers are all salespeople that are not employed directly by a company.What are the benefits of using any of these three types of salespeople for a company?

Introduction to Sales Management

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters