PRE-ASSESSMENT SALES MANAGEMENT (NBO1) (PNBO).
A retailer is advertising its new product line and has designed a campaign that includes social media
advertising, print promotional pieces, online promotions, and a special product launch event.
Which concept is the retailer using to promote its new product line? - (answer)-Integrated marketing
communications
A salesperson wants to get to know a prospective customer by establishing ongoing communication to
ensure current as well as future sales.
Which sales approach is the salesperson using? - (answer)-Relationship
A salesperson prepares for a customer meeting by reviewing the number of products the customer has
purchased since the company started. The salesperson decides to open the conversation by reviewing
how the company has consistently provided a trusted product since the start of the customer
relationship.
How does this salesperson's approach help achieve sales goals? - (answer)-It emphasizes company value
to the customer
Every semester, a nationally known textbook company's salesperson visits each professor at a college to
show what the company offers in the subject that the professor teaches. The salesperson hopes the
professors will adopt the book for use in the next academic year.
Which type of salesperson role does this scenario illustrate? - (answer)-Missionary
A small company manufactures automobile hood ornaments and sells them in a small store located at
one end of the factory.
Which type of sales channel is being used by this company? - (answer)-Direct
, PRE-ASSESSMENT SALES MANAGEMENT (NBO1) (PNBO).
How does empathy contribute to building a good relationship with a customer? - (answer)-By creating
an emotional connection with clients to show understanding that is built on trust
Why is responsive listening important when participating in verbal communication? - (answer)-It
encourages the salesperson to repeat back to the customer what they believe the customer needs.
What is a result of a salesperson conducting follow-up on a sale? - (answer)-Ensures customer
satisfaction
A school administrator receives a request from a textbook salesperson to meet with the school principal.
The administrator asks for the salesperson's contact information and indicates that the principal may
contact the salesperson if interested in meeting.
Which type of business-to-business (B2B) stakeholder is this school administrator? - (answer)-
Gatekeeper
A manufacturing company needs to replace its material requirements planning system and has sent out
Requests for Proposal (RFPs). The company has received several responses back. A meeting has been
called by the company's decision makers to review the proposals received.
Which stage of the organizational buying process has this company entered? - (answer)-Supplier
selection
A private company purchases raw materials required to manufacture its tire air pressure sensors. The
company sells its sensors to major automobile companies.
Which role does the company play in the business-to-business (B2B) buying process? - (answer)-
Producer
A government agency issues a request for proposal (RFP) for development of military software. The
agency believes the cost will exceed one million dollars, and the agency will need to collaborate with the
developers on specific technical requirements.
A retailer is advertising its new product line and has designed a campaign that includes social media
advertising, print promotional pieces, online promotions, and a special product launch event.
Which concept is the retailer using to promote its new product line? - (answer)-Integrated marketing
communications
A salesperson wants to get to know a prospective customer by establishing ongoing communication to
ensure current as well as future sales.
Which sales approach is the salesperson using? - (answer)-Relationship
A salesperson prepares for a customer meeting by reviewing the number of products the customer has
purchased since the company started. The salesperson decides to open the conversation by reviewing
how the company has consistently provided a trusted product since the start of the customer
relationship.
How does this salesperson's approach help achieve sales goals? - (answer)-It emphasizes company value
to the customer
Every semester, a nationally known textbook company's salesperson visits each professor at a college to
show what the company offers in the subject that the professor teaches. The salesperson hopes the
professors will adopt the book for use in the next academic year.
Which type of salesperson role does this scenario illustrate? - (answer)-Missionary
A small company manufactures automobile hood ornaments and sells them in a small store located at
one end of the factory.
Which type of sales channel is being used by this company? - (answer)-Direct
, PRE-ASSESSMENT SALES MANAGEMENT (NBO1) (PNBO).
How does empathy contribute to building a good relationship with a customer? - (answer)-By creating
an emotional connection with clients to show understanding that is built on trust
Why is responsive listening important when participating in verbal communication? - (answer)-It
encourages the salesperson to repeat back to the customer what they believe the customer needs.
What is a result of a salesperson conducting follow-up on a sale? - (answer)-Ensures customer
satisfaction
A school administrator receives a request from a textbook salesperson to meet with the school principal.
The administrator asks for the salesperson's contact information and indicates that the principal may
contact the salesperson if interested in meeting.
Which type of business-to-business (B2B) stakeholder is this school administrator? - (answer)-
Gatekeeper
A manufacturing company needs to replace its material requirements planning system and has sent out
Requests for Proposal (RFPs). The company has received several responses back. A meeting has been
called by the company's decision makers to review the proposals received.
Which stage of the organizational buying process has this company entered? - (answer)-Supplier
selection
A private company purchases raw materials required to manufacture its tire air pressure sensors. The
company sells its sensors to major automobile companies.
Which role does the company play in the business-to-business (B2B) buying process? - (answer)-
Producer
A government agency issues a request for proposal (RFP) for development of military software. The
agency believes the cost will exceed one million dollars, and the agency will need to collaborate with the
developers on specific technical requirements.
