Exam 2: Using Information to Understand Sellers and Buyers

In the whole field of selling,most salespeople are employed in ___________ selling:

Some components of job variety in sales include:

Because sales people tend to be compensated for performance,starting salaries for sales people right out of college tend to be lower than most other professions.

A __________ __________'s primary responsibility is to increase business from current and potential customers by providing engineering information and assistance:

Relationship selling is emphasized in __________ selling.

Karen is serious about climbing the corporate ladder in her organization.As a salesperson,she should do the following,except:

Below are the organizational buying stages.Re-organize them by numbering them 1 through 7,into the logical order of organizational buying. ___ Acquisition and analysis of proposals or bids ___ Selection of an order routine ___ Anticipation or recognition of a problem or need ___ Performance evaluation and feedback ___ Determination and description of the traits and quality of the needed item(s) ___ Evaluation of proposals and selection of suppliers ___ Search for and qualification of potential suppliers

The average cost of a sales cost has been estimated at ____ per call:

The determination of what is needed,how much is needed,and when it is needed is typically determined in the _______________ stage of the organizational buying decision process.

Top sales performers act as sales consultants by:

Because of the negative image,sales people need to:

Which of the following is NOT one of the participants in a buying center?

In a __________,account executives utilize a global team of salespeople but can also draw from the full functional resources within the company.

List three of the four strategies discussed in this chapter for working with a virtual boss.

Why does success as a salesperson not guarantee success as a sales manager?

The use of _______________ creates a challenge for managers attempting to keep sales people fully socialized to the culture of the organization.

Because of the high cost of a typical sales call,and the number of calls it takes to close a new account,sales managers emphasize:

In order to understand the selling process and why successful salespeople do what they do,you must understand:

Walton,a top sales representative,has been offered a managerial position.She hesitates to take the position knowing management positions:

If you were asked to compare sales peoples' activities ten years ago and today,one conclusion would be that salespeople have experienced substantial: