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

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________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

(Short Answer)

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Question 41

The evolution of personal selling has gone from the to _stage.

(Multiple Choice)

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Question 42

Jack uses strategy to ensure tactical success.He feels that strategic planning helps him:

(Multiple Choice)

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Question 43

Janet uses the strategic/consultative selling model as her guide in sales.This model does not include which of the following steps?

(Multiple Choice)

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Question 44

The four broad strategic areas of the Strategic/Consultative-Style Selling Model are:

(Multiple Choice)

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Question 45

Sam believes that his strengths as a product strategist are rooted in his:

(Multiple Choice)

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Question 46

Transactional selling is a process that involves needs assessment,problem solving,relationship building,and following up on the transaction.

(True/False)

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Question 47

The focus of the problem-solver stage is to:

(Multiple Choice)

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Question 48

Which of the following statements would not be an application of the marketing concept?

(Multiple Choice)

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Question 49

As products available have become more homogeneous,Nick understands that:

(Multiple Choice)

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Question 50

Adopting transactional selling is an important part of developing a personal selling philosophy.

(True/False)

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Question 51

The difference between strategies and tactics is:

(Multiple Choice)

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Question 52

Using consultative selling techniques,Riccardo identifies his customer's needs through:

(Multiple Choice)

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Question 53

Generally speaking successful business-to-business selling involves:

(Multiple Choice)

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Question 54

Trend towards identical products or the need for more customized products is encouraging businesses into __________ to gain a competitive advantage.

(Multiple Choice)

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Question 55

List and describe the five strategic steps of the Strategic Consultative Selling Model.

(Essay)

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Question 56

A salesperson's duties include the following:

(Multiple Choice)

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Question 57

Altering sales behaviour during customer interaction in order to improve communication is called:

(Multiple Choice)

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Question 58

The belief that a firm should dedicate all of its policies,planning,and operation to create customer satisfaction is called:

(Multiple Choice)

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Question 59

Showing 41 - 59 of 59

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

The evolution of personal selling has gone from the to _stage.

Jack uses strategy to ensure tactical success.He feels that strategic planning helps him:

Janet uses the strategic/consultative selling model as her guide in sales.This model does not include which of the following steps?

The four broad strategic areas of the Strategic/Consultative-Style Selling Model are:

Sam believes that his strengths as a product strategist are rooted in his:

Transactional selling is a process that involves needs assessment,problem solving,relationship building,and following up on the transaction.

The focus of the problem-solver stage is to:

Which of the following statements would not be an application of the marketing concept?

As products available have become more homogeneous,Nick understands that:

Adopting transactional selling is an important part of developing a personal selling philosophy.

The difference between strategies and tactics is:

Using consultative selling techniques,Riccardo identifies his customer's needs through:

Generally speaking successful business-to-business selling involves:

Trend towards identical products or the need for more customized products is encouraging businesses into __________ to gain a competitive advantage.

List and describe the five strategic steps of the Strategic Consultative Selling Model.

A salesperson's duties include the following:

Altering sales behaviour during customer interaction in order to improve communication is called:

The belief that a firm should dedicate all of its policies,planning,and operation to create customer satisfaction is called:

Relationship Selling Opportunities in the Information Economy

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

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

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

The evolution of personal selling has gone from the __________ to ___________stage.

Jack uses strategy to ensure tactical success.He feels that strategic planning helps him:

Janet uses the strategic/consultative selling model as her guide in sales.This model does not include which of the following steps?

The four broad strategic areas of the Strategic/Consultative-Style Selling Model are:

Sam believes that his strengths as a product strategist are rooted in his:

Transactional selling is a process that involves needs assessment,problem solving,relationship building,and following up on the transaction.

The focus of the problem-solver stage is to:

Which of the following statements would not be an application of the marketing concept?

As products available have become more homogeneous,Nick understands that:

Adopting transactional selling is an important part of developing a personal selling philosophy.

The difference between strategies and tactics is:

Using consultative selling techniques,Riccardo identifies his customer's needs through:

Generally speaking successful business-to-business selling involves:

Trend towards identical products or the need for more customized products is encouraging businesses into __________ to gain a competitive advantage.

List and describe the five strategic steps of the Strategic Consultative Selling Model.

A salesperson's duties include the following:

Altering sales behaviour during customer interaction in order to improve communication is called:

The belief that a firm should dedicate all of its policies,planning,and operation to create customer satisfaction is called:

Relationship Selling Opportunities in the Information Economy

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

The evolution of personal selling has gone from the to _stage.