Deck 1: Relationship Selling Opportunities in the Information Economy

Question 1

Raymond LeBlance extensively trains new recruits at Mitron Corp. to develop a personal selling philosophy. He considers the major components of this philosophy to be:

A) adoption of the marketing concept, development of a questioning strategy, and memorizing several closing techniques.
B) valuing personal selling, understand how to make the greatest income under the compensation plan, give exceptionally good after sales service..
C) adopt the win-win philosophy.
D) adopt the marketing concept, become a problem solver for customers, give exceptionally good after-sales service.
E) adoption of the marketing concept, valuing personal selling, and assuming the role of problem solver or partner.

Answer 1

adoption of the marketing concept, valuing personal selling, and assuming the role of problem solver or partner.

Question 2

The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:

A) the clients are becoming more cost-conscious, and there is an increase in competition in the professional services industry.
B) these professional services are being out-sourced to other countries.
C) it is being mandated by their professional governing bodies.
D) the demand for their services is declining, because clients are turning to the numerous self-help books and softwares available in the market.
E) the clients are more aware of consumer rights and are demanding better treatment from professional services providers.

Answer 2

the clients are becoming more cost-conscious, and there is an increase in competition in the professional services industry.

Question 3

Matching

-Selling newspaper advertising

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Answer 3

service selling

Question 4

Matching

-Major companies selling insurance and financial products such as Clarica, Sun Life, and London Life

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 5

Matching

-The growing number of seminars, conferences, and business meetings create new sales positions in this career setting

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 6

Matching

-In this employment setting, you might see such diverse products as personal computers, major appliances, and fashion apparel

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 7

Matching

-Sales in this employment setting include assisting consumers in making the largest single expenditure of their lifetime

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 8

Matching

-On-line selling is a major competition to this sector

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 9

Matching

-People who purchase advertising come into contact with salespeople in this industry

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 10

Matching

-In this employment setting, detail salespeople develop goodwill and stimulate demand

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 11

Matching

-Selling exotic foreign automobiles

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 12

Matching

-Melinda is a Real Estate Agent. She works in this sector

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 13

Matching

-An entrepreneur also needs to be a good

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 14

Matching

-Flow of goods from manufacturer to end user is called

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 15

Matching

-Receiving verbal praise from your supervisor contributes to

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 16

Matching

-Outside salespeople do

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 17

Matching

-Canadian Professional Sales Association (CPSA) is a

A) service selling
B) retailing
C) real estate
D) manufacturing
E) salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program