When developing the product presentation, a salesperson should do all of the following, EXCEPT:

	A.	stress the application of the product to the prospects unique needs
	B.	adapt the presentation to the specific situation
	C.	build the presentation around industry jargon
	D.	seek credibility at every turn
	E.	keep the presentation simple

2.

Consultative sellers:

	A.	All of these.
	B.	are a type of sales support salesperson.
	C.	focus generating new accounts.
	D.	seldom take orders.
	E.	are creative, problem-solvers.

3.

A drawback to organizing the sales force in a geographical specialization is that:

	A.	it leads to uneven coverage of the market.
	B.	there is usually no specialization of marketing activities.
	C.	it results in more travel time for each sales rep.
	D.	customers may get called on by multiple reps from the same selling firm.
	E.	All of these are drawbacks.

4.

Companies that implement a relationship marketing program could expect all of the following to happen except:

	A.	Products of greater quality.
	B.	Larger profits.
	C.	All of these can be expected.
	D.	Higher customer satisfaction.
	E.	More loyal customers.