Selling Today: Partnering to Create
Value TestBank update 2024
What is personal selling? What is the process? - ANSWERSInvolves person-to-person
communication with a prospect.
A process of:
- developing relationships
discovering customer needs
matching appropriate products with those needs; and
- communicating benefits through informing, reminding, or persuading
Three prescriptions of a personal selling philosophy in the strategic/consultative selling
model - ANSWERS- Adopt marketing concept
- Value personal selling
- Become a problem solver/partner
Relationship selling - ANSWERSSales approach that emphasizes adopting the
marketing concept, valuing personal selling, and becoming a problem solver/partner
Emergence of relationship selling in the age of information - ANSWERSSalespeople
use personal selling skills to contribute to the work performed by knowledge workers
Four major sources of sales training - ANSWERSCorporate-sponsored training, training
provided by commercial vendors, certification programs, and college/university courses
Information economy - ANSWERSAn economy where there is an emphasis on
information processing.
The effective exchange of information is the foundation of most economic transactions,
and the implications for personal selling are profound.
Value-added selling - ANSWERSImproving the sales process to create value for the
customer through offering better advice and product solutions, customer relationship
management, and post-sale service.
The value added by salespeople today is increasingly derived from intangibles.
Considerations for a future in personal selling - ANSWERSFinancial rewards,
recognition, security, opportunities for advancement, and the development of turning
selling into a life skill.
Activities performed by salespeople - ANSWERSManaging one's own time and
activities, possessing a variety of skills, and supporting the growth and profitability of
organizations. They also support the employment of many non-selling employees.
Value TestBank update 2024
What is personal selling? What is the process? - ANSWERSInvolves person-to-person
communication with a prospect.
A process of:
- developing relationships
discovering customer needs
matching appropriate products with those needs; and
- communicating benefits through informing, reminding, or persuading
Three prescriptions of a personal selling philosophy in the strategic/consultative selling
model - ANSWERS- Adopt marketing concept
- Value personal selling
- Become a problem solver/partner
Relationship selling - ANSWERSSales approach that emphasizes adopting the
marketing concept, valuing personal selling, and becoming a problem solver/partner
Emergence of relationship selling in the age of information - ANSWERSSalespeople
use personal selling skills to contribute to the work performed by knowledge workers
Four major sources of sales training - ANSWERSCorporate-sponsored training, training
provided by commercial vendors, certification programs, and college/university courses
Information economy - ANSWERSAn economy where there is an emphasis on
information processing.
The effective exchange of information is the foundation of most economic transactions,
and the implications for personal selling are profound.
Value-added selling - ANSWERSImproving the sales process to create value for the
customer through offering better advice and product solutions, customer relationship
management, and post-sale service.
The value added by salespeople today is increasingly derived from intangibles.
Considerations for a future in personal selling - ANSWERSFinancial rewards,
recognition, security, opportunities for advancement, and the development of turning
selling into a life skill.
Activities performed by salespeople - ANSWERSManaging one's own time and
activities, possessing a variety of skills, and supporting the growth and profitability of
organizations. They also support the employment of many non-selling employees.
