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Exam 1: Selling and Salespeople

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Question 21

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On average, salespeople send less than 35 percent of their time in face-to-face meeting with customers and prospects. What are they doing with the rest of their time?

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servicing accounts, ...

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Question 22

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(p. 10 Available) Manufacturers' agents:

A) actually take ownership of the products they sell
B) are independent businesspeople
C) are paid a monthly fee for their services
D) typically call on people who may influence a sale and not those who actually place the order
E) are accurately described by all of these

F) A) and E)
G) B) and D)

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Question 23

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Stephanie is asked to create a customer relationship management system for your company. What information will she include in the system typically provided by salespeople?

After almost a century of research, scholars have finally identified a definitive profile of the personality characteristics of the ideal salesperson.

(p. 5 Available) Valerie's goal as a sales rep is to add _______, which is the total benefit that her company's products and services provide to the buyer.

How do field salespeople differ from inside salespeople?

How would you respond to the following statement? "I'm just going to have to take a sales job until I find a more interesting and more promising career opportunity."

Salespeople are the _______________ of a company in the marketplace.

Sandra has decided to hire her own sales force as the sole method of marketing her products. She has decided to use a ______________________ strategy.

Which of the following products would most likely be the hardest for a new salesperson to sell?

Why do many organizations use integrated marketing communications?

As a missionary salesperson, Joshua represents a large drug manufacturer and calls on physicians to explain the benefits to them of prescribing his firm's products for their patients.

What is the role of missionary salespeople?

A person who _____ would probably find a career in sales attractive.

Customers constantly consult with Kathy, Hump & Pack's sales representative, regarding installation problems, new product ideas, and other issues because she offers unique, imaginative ideas. Customers value Kathy's _____________.

Betty checks her e-mail at 6 AM, returns messages and telephone calls from customers by 8 AM, meets with customers during the day and then processes sales at home in the evening. Betty displays the characteristic of successful salespeople of:

Describe the personality profile for the ideal salesperson.

It's early on a Friday morning, and before she goes out to see any of her customers, Ruth is in her company's warehouse checking to make sure deliveries scheduled for some of her customers went out earlier in the week. This activity is a component of which sales activity?

The partnering landscape refers to understanding of the:

List the four aspects of emotional intelligence.