Exam 1: Overview of Personal Selling

In comparison to other positions within an organization, what sort of feedback do salespeople receive on their performance?

Customer value will vary depending on whose perspective is being considered, the customer's or the salesperson's.

In the evolution of personal selling, what characterizes the modern era?

Isaac's last visit to a new, potentially large customer was spent entirely on getting to know the buyer in an effort to build rapport and trust, so much so that very little business was discussed during the visit. When attempting to set up an appointment for a return visit, the buyer seemed reluctant to make time in his schedule to see Isaac. What is the most likely reason?

Strategic problem-solving is a skill required in trust-based relationship selling but not in transaction-focused traditional selling.

According to the textbook, what is the key to effective sales dialogue?

In terms of marketing resources spent, which promotional tools do business-to-business marketers consider most important?

Pierre works in the new business development department of a large plumbing and heating equipment wholesaler. His primary responsibilities are to find new customers and to promote new products that the company introduces to the market. Which type of personal selling job does Pierre have?

Sales professionalism can be defined as a customer-oriented sales approach that employs truthful but manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Which of the following aspects of achieving a market orientation do salespeople have the most opportunity to participate in?

Sales dialogue consists of all conversations between buyers and sellers, regardless of focus or purpose.