Exam 2: Using Information to Understand Sellers and Buyers

Gerald is a sales manager for a company selling to the military.He often puts together a team to sell to the military buying center.He finds team selling:

Chet is the purchasing manager for an art supply wholesaler.Each time he needs to order a new supply of picture frames,he reorders from his existing suppliers rather than from new sources.Chet's decision is probably influenced by the ___________ associated with purchasing from new suppliers.

Given all the new communications technology used by salespeople today,organizations need to ensure that all salespeople:

New technology available to enhance salesperson performance includes.

Which of the following stages comes after the other choices in organizational buying decision stages?

Why is relationship selling more widely used in business-to-business selling than business-to-customer selling?

A ________ brings together individuals from around the organization as a team to join the salesperson.

In order to avoid unnecessary costly upgrades,managers should carefully assess sales force skills and needs with respect to:

In order to truly understand the selling process and why successful salespeople do what they do; what do salespeople need to understand?

Ironically,selling courses and sales training seminars often focus more on teaching speaking and writing skill than:

Who are the participants in the organizational buying process,and what are their roles?

If you were asked to compare sales peoples' activities ten years ago and today,the major new activities of sales people today center on the use of:

The ________ is a senior salesperson responsible for handling a customer whose potential business is great enough to offset the high cost of team selling.

George is a salesman.When visiting his home,he proudly points to all the electronic devices he has won for his sales work.George obviously responds to __________ rewards.