Sales Management D099
Study online at https://quizlet.com/_cnccb7
1. What is a sustainable competitive advantage? It is a long-term ability that
is not easily duplicated by
opponents.
2. A national restaurant chain is having financial trouble Business intelligence (BI)
and wants to cut costs by eliminating underperform-
ing restaurants. Store managers were tasked with re-
viewing their sales reports from the last quarter to help
the executive team make an informed decision about
which restaurants to close.
What should the executive team use in the deci-
sion-making process?
3. How has online shopping changed consumer purchas- It has created a more in-
ing dynamics? formed buyer due to the
information that is now
available about products
and services they may wish
to buy.
4. What is the purpose of a professional and organiza- To provide expectations in
tional code of ethics? terms of responsibilities
and behavior toward fel-
low employees and pro-
fessionals, customers, and
suppliers.
5. What is the relationship between sales and marketing? Marketing attracts
prospective customers to
the business while sales
attempt to convert these
, Sales Management D099
Study online at https://quizlet.com/_cnccb7
prospects into paying cus-
tomers.
6. How does personal selling offer an advantage over Personal selling provides
other forms of promotion? a detailed sales message
that is adapted to the in-
terests of each customer.
7. What is the main limitation of the AIDA model? The model assumes con-
sumers are passive and
marketers are active dur-
ing most of the buying
process.
8. What is transactional selling? A sales strategy that initial-
ly identifies potential cus-
tomers, offers the prod-
uct, and attempts to quick-
ly close the deal
9. What are the requirements for effective relationship The salesperson must be
selling? patient, care about the
customer's problems, and
believe in the product.
10. What is adaptive selling? A sales approach that fo-
cuses on tailoring the sell-
ing style to the customer's
behavior
11. A car salesperson is presenting to a couple interested Analytical and amiable
in buying a new vehicle. The two people ask different
types of questions. The first asks, "How is this car dif-
Study online at https://quizlet.com/_cnccb7
1. What is a sustainable competitive advantage? It is a long-term ability that
is not easily duplicated by
opponents.
2. A national restaurant chain is having financial trouble Business intelligence (BI)
and wants to cut costs by eliminating underperform-
ing restaurants. Store managers were tasked with re-
viewing their sales reports from the last quarter to help
the executive team make an informed decision about
which restaurants to close.
What should the executive team use in the deci-
sion-making process?
3. How has online shopping changed consumer purchas- It has created a more in-
ing dynamics? formed buyer due to the
information that is now
available about products
and services they may wish
to buy.
4. What is the purpose of a professional and organiza- To provide expectations in
tional code of ethics? terms of responsibilities
and behavior toward fel-
low employees and pro-
fessionals, customers, and
suppliers.
5. What is the relationship between sales and marketing? Marketing attracts
prospective customers to
the business while sales
attempt to convert these
, Sales Management D099
Study online at https://quizlet.com/_cnccb7
prospects into paying cus-
tomers.
6. How does personal selling offer an advantage over Personal selling provides
other forms of promotion? a detailed sales message
that is adapted to the in-
terests of each customer.
7. What is the main limitation of the AIDA model? The model assumes con-
sumers are passive and
marketers are active dur-
ing most of the buying
process.
8. What is transactional selling? A sales strategy that initial-
ly identifies potential cus-
tomers, offers the prod-
uct, and attempts to quick-
ly close the deal
9. What are the requirements for effective relationship The salesperson must be
selling? patient, care about the
customer's problems, and
believe in the product.
10. What is adaptive selling? A sales approach that fo-
cuses on tailoring the sell-
ing style to the customer's
behavior
11. A car salesperson is presenting to a couple interested Analytical and amiable
in buying a new vehicle. The two people ask different
types of questions. The first asks, "How is this car dif-
