Question 1

Which service behavior is LEAST important in B2B selling?

Accepted Answer

A) returning customer phone calls promptly 
B) communicating information concisely 
C) showing a willingness to be helpful 
D) speeding up the closing process 
E) demonstrating professionalism 
A) returning customer phone calls promptly 
B) communicating information concisely 
C) showing a willingness to be helpful 
D) speeding up the closing process 
E) demonstrating professionalism

Question 2

Diligence,an essential service behavior,combines responsiveness and:

Accepted Answer

A) knowledge 
B) technical skill 
C) reliability 
D) persuasiveness 
E) precision 
A) knowledge 
B) technical skill 
C) reliability 
D) persuasiveness 
E) precision

Question 3

Satisfied customers who make product recommendations to others act as a firm's "auxiliary" sales force.

Accepted Answer

A) True 
 B)False

Question 4

People buy expectations,not products,according to Ted Levitt,author of The Marketing Imagination.

Accepted Answer

A) True 
 B)False

Question 5

A group of people who recommend customer-driven organizations to others could be called:

Accepted Answer

A) disgruntled customers 
B) auxiliary salespeople 
C) a secondary salesforce 
D) missionary salespeople 
E) evangelist salespeople 
A) disgruntled customers 
B) auxiliary salespeople 
C) a secondary salesforce 
D) missionary salespeople 
E) evangelist salespeople

Question 6

The ________ provides a quick,efficient,and instantly interactive way to follow up a sale.

Accepted Answer

The answer of The ________ provides a quick,efficient,and instantly interactive...

Question 7

Full-line selling,sometimes called suggestion selling,should be spontaneous and unplanned in order to achieve naturalness in the selling situation.

Accepted Answer

A) True 
 B)False

Which service behavior is LEAST important in B2B selling?

Diligence,an essential service behavior,combines responsiveness and:

Satisfied customers who make product recommendations to others act as a firm's "auxiliary" sales force.

People buy expectations,not products,according to Ted Levitt,author of The Marketing Imagination.

A group of people who recommend customer-driven organizations to others could be called:

The ________ provides a quick,efficient,and instantly interactive way to follow up a sale.

Full-line selling,sometimes called suggestion selling,should be spontaneous and unplanned in order to achieve naturalness in the selling situation.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 15: Servicing the Sale and Building the Partnership

Which service behavior is LEAST important in B2B selling?

Diligence,an essential service behavior,combines responsiveness and:

Satisfied customers who make product recommendations to others act as a firm's "auxiliary" sales force.

People buy expectations,not products,according to Ted Levitt,author of The Marketing Imagination.

A group of people who recommend customer-driven organizations to others could be called:

The ________ provides a quick,efficient,and instantly interactive way to follow up a sale.

Full-line selling,sometimes called suggestion selling,should be spontaneous and unplanned in order to achieve naturalness in the selling situation.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters