Which step in the selling process typically corresponds to creating new value opportunities? *

1 point

a. initiating customer relationships

b. developing customer relationships

c. enhancing the customer relationship

d. evaluating the customer relationship

What is a purchase decision resulting from an ongoing purchasing relationship with a supplier called? *

1 point

a straight rebuy decision

a modified rebuy decision

a flexible rebuy decision

a new task decision

Janice is a sales representative for a firm that develops and manufactures leading-edge products in the electronics industry. As a result, she spends a great deal of time showing prospective customers how her companys new products will better meet their needs. In this regard, how is she contributing to economic growth? *

1 point

a. by lowering her customers costs of production

b. by furthering the diffusion of innovation

c. by stabilizing economic recovery cycles

d. by improving the efficiency of marketing communication efforts

When combining the two categories of questions, if a salespersons strategic objective is to follow up previously elicited statements, and the amount and specificity of information desired is confirmation and agreement, which type of questions will be used? *

1 point

a. dichotomous or multiple-choice questions designed to be tactical in nature

b. open-end questions designed to be evaluative in nature

c. closed-end questions designed to be reactive in nature

d. closed-end questions designed to be probing in nature

What method of locating sales prospects involves a salesperson or another company representative calling the prospect by telephone? *

1 point

a. outbound telemarketing

b. networking

c. commercial data-mining

d. cold canvassing

Which statement about evaluating prospecting activities is most accurate? *

1 point

a. Salespeople should evaluate their prospecting activities once a year.

b. Salespeople should evaluate their prospecting activities twice a year.

c. Salespeople should have their sales managers evaluate their prospecting activities twice a year.

d. Salespeople should evaluate their prospecting activities on a continuous basis.

Suppose that you are a salesperson making a sales proposal to a potential customer who you know uses a multiattribute model when making buying decisions. Given the detailed product specifications provided by the customer, you know that your product rates exceptionally high on three of the five characteristics but poorly on the remaining two. What is probably the best strategy to follow? *

1 point

a. modify the product offering being proposed

b. alter the buyers beliefs about the competitors offering

c. alter the importance weights

d. call attention to neglected attributes

With respect to buying teams, what is the term for members of an organization who are in a position to control the flow of information to and between vendors and other buying centre members? *

1 point

a. influencers

b. deciders

c. purchasers

d. gatekeepers