MKTG ch9 Questions & Answers

MKTG ch9 Questions & Answers Under a(n) ________ approach, the salesperson works with experts from across the extended firm to support new-customer acquisition and ongoing customer relationship management. social selling adaptive selling team selling benefits prospecting team selling The two approaches organizations use to categorize the size of its sales force are product-based or sales-based. cost-based or market-based. geographic or demographic. primary or secondary. internal or external. cost-based or market-based. The two-way flow of communication between a buyer and a seller that is paid for by the seller and seeks to influence the buyer's purchase decision is referred to as personal selling. advertising. sales promotion. publicity. public relations. personal selling. One of the goals of social selling is to reduce technology costs. identify new products. better target customer groups. eliminate competitive markets. engage customers. engage customers. What is the first step in the personal-selling process? gaining commitment prospecting and qualifying the presentation the preapproach the approach prospecting and qualifying Which of the following sales force activities is not included in sales force management? relocation compensation training recruitment motivation relocation In the SPIN selling framework, the letter "S" in the acronym stands for speak more than you listen selling-related knowledge situation questions sales messages salesperson advantages situation questions Maria is a construction equipment salesperson who is meeting with a prospect for the first time. Maria is a naturally genial person, and has already built up a good rapport with a prospective client. According to the personal-selling process, what should Maria prepare for next? handling objections the presentation a follow-up closing the sale prospecting and qualifying the presentation In the analytics-based application known as ________, a company numerically rates its best prospective customers. CRM incremental productivity customer lifetime value equalized workload method lead scoring lead scoring What was the survey response of sales and marketing executives when asked if their salespeople have lied on a sales call? Respondents think that over three-quarters of their sales force have lied on a sales call. Most believe that virtually all of their sales force have lied on a sales call. Respondents think that more than half of their sales force have lied on a sales call. Most think that lying on a sales call happens only occasionally. Most responded that their salespeople have never lied on a sales call. Respondents think that more than half of their sales force have lied on a sales call. Andi is responsible for securing new distribution channel outlets. Andi is a(n) channel sales representative. key-account seller. delivery salesperson. missionary salesperson. order-taker. channel sales representative. Diego is a salesperson who has been in charge of the Homer Manufacturing account for years. He handles all of Homer's orders and quickly resolves any issues that may come up. On occasion, Diego takes some of the company employees out to dinner and has even given them tickets to local sporting events. Diego is involved in multilevel marketing. relationship selling. loyalty selling. public relations. publicity. relationship selling. Delivery salespeople are also known as route salespeople. key-account sellers. order takers. missionary salespeople. territory salespeople. route salespeople. Salespersons that cultivate existing accounts and current customer relationships to drive revenue growth and minimize churn are referred to as planters. weeders. farmers. gatherers. hunters. farmers. A salesperson's fixed amount of pay is that person's hourly rate. commission. quota. base salary. bonus pay. base salary. In order to achieve long-term success in professional sales, all activities must be centered on the competition. the customer. profit. promotion. the product. the customer. ________ is a strategy and set of processes used for better managing an organization's relationships and interactions with customers and potential customers. JIT FAB SPIN CLV CRM CRM