Exam 2: Evolution of Selling Models That Complement the Marketing Concept

Henri trains his reps to give high levels of customer service.In order to attain this,the reps must go through a process which includes

A statement such as "people don't care how much you know until they know how much you care" indicates the importance of developing a good:

High ethical standards are important to success in transaction-oriented selling.

Transactional selling is a sales process that is focused on creating superior customer satisfaction during the sales transaction.

A firm that practices the marketing concept moves away from a production orientation to a customer orientation.

Within the various promotion methods such as advertising,sales promotion etc.,personal selling is often the major promotion method used in terms of total expenditures or expenses as a percentage of sales.

________ are techniques,practices,or methods you use when you are face-to-face with a customer.

Describe the difference between transactional selling and consultative selling.

Consultative-style selling,which emerged in the late 1960s and early 1970s,is an extension of the marketing concept.

An advantage of using the Consultative selling approach,which is based on effective communication between the buyer and seller,is that the negotiation stage of the presentation process can be eliminated.

Promotion include the following forms:

Deciding to give a customer a 10 percent price discount during the negotiations stage is a __________ decision.

The concept of "value" should be defined from the _____________ perspective.

When products of a company become similar to its competitor's products,the product strategy becomes more important than the relationship,customer and presentation strategies.

Sharon Pearce is a sales representative employed by a leading producer of pharmaceuticals used in veterinary medicine.Recently she attended a seminar,sponsored by a local university,that focused on new research findings in selected areas of veterinary medicine.Ms.Pearce is attempting to develop a:

In Consultative selling the buyer-seller relationship intensifies after the sale is over in many instances.

Changing the order in which a product is demonstrated in a particular sales presentation is an example of:

Cindy knows that __________ is a well-thought out plan for establishing,building and maintaining quality relationships.

The aspect which differentiates personal selling from other forms of communication methods is that

Eric Villa obtained a license to sell real estate and then accepted a sales position with a Century 21 agency.To prepare for this new position,he purchased and read a research report entitled Buying Habits of Today's Home Buyer.Mr.Villa is attempting to develop a: