Sales Management Chapters 1-4 Questions With Complete
Solutions
. Models of selling that have emerged in response to the
marketing concept Correct Answers include consultative
selling, strategic selling, and partnering. These models have
progressed to our current focus on partnering
. Three major settings(channels) include Correct Answers 1.
Services channel.
2. Business goods channel.
3. Consumer goods channel.
2-10. A friend of yours has invented a unique and useful new
product. This friend, an engineer by profession, understands
little about marketing and selling this new product. She does
understand, however, that "nothing happens until somebody
sells the product." She has asked you to describe the general
factors that need to be considered when you market a product.
Prepare an answer to her question. Correct Answers She will
have to (1) research the kind of customer her product appeals to
as well as the customer's motivation for purchasing the product;
(2) improve the product by engineering product features that
will appeal to the customer; (3) package and brand it so it will
be convenient and memorable to the customer; (4) price the
product so it will be within the economic means of the customer
and yet allow the company to make a reasonable profit; (5)
select dealers and physically transport and store the product so it
will be available in the right place at the right time; and (6)
promote the sale of the product by communicating to the
,consumer through the mediums of personal selling, advertising,
and other forms of sales promotion.
8 List and describe three guidelines used as a foundation of a
self-imposed code of business ethics Correct Answers The
three guidelines are (1) personal selling must be viewed as an
exchange of value, (2) relationship comes first, task second, and
(3) be honest with yourself and with others.
A company policy on ethics should cover several major areas.
What are they? (6 Points) Correct Answers The six major areas
of a company policy on ethics should be (1) sharing confidential
information, (2) reciprocity, (3) bribery, (4) gifts, (5)
entertainment, and (6) business defamation.
A. Self-concept - an important dimension of the relationship
strategy.
Self-concept: Correct Answers 1. a bundle of facts, opinions,
beliefs, and perceptions about yourself that are present in your
life every moments of every day.
A. Strategic/Consultative-Selling Model.
The model is divided into steps. Correct Answers
a.Relationship strategy:
b. Product strategy
c.Customer strategy
d.Presentation strategy
According to the Strategic/Consultative Selling Model, what are
the three prescriptions for developing a successful personal-
selling philosophy? Correct Answers The three prescriptions
, for the development of a successful personal selling philosophy
are (1) full acceptance of the marketing concept, (2) developing
an appreciation for the expanding role of personal selling in our
competitive national and international markets, and (3) assuming
the role of a problem solver/partner.
Adaptive selling Correct Answers can be defined as altering
sales behaviors during a customer interaction in order to
improve communication
Adaptive selling is another key element of the Correct Answers
"problem-solver stage."
Assume that you are an experienced professional salesperson. A
professor who teaches at a nearby university has asked you to
speak to a consumer economics class about the benefits of
personal selling to customers. Make an outline of what to say.
Correct Answers The outline should include the following
topics: Economic benefits - development of global markets;
stimulate our local economy, which reduces unemployment.
Consumer benefits - assistance with the purchase of complex
products; service after the sale.
Business casual Correct Answers is clothing that allows you to
feel comfortable but looks neat and professional.
Business defamation Correct Answers a. Business slander
arises when unfair and untrue oral statements about a competitor
are communicated to a third party, thus damaging the
competitor's business reputation or the personal reputation of an
individual in that business.
Solutions
. Models of selling that have emerged in response to the
marketing concept Correct Answers include consultative
selling, strategic selling, and partnering. These models have
progressed to our current focus on partnering
. Three major settings(channels) include Correct Answers 1.
Services channel.
2. Business goods channel.
3. Consumer goods channel.
2-10. A friend of yours has invented a unique and useful new
product. This friend, an engineer by profession, understands
little about marketing and selling this new product. She does
understand, however, that "nothing happens until somebody
sells the product." She has asked you to describe the general
factors that need to be considered when you market a product.
Prepare an answer to her question. Correct Answers She will
have to (1) research the kind of customer her product appeals to
as well as the customer's motivation for purchasing the product;
(2) improve the product by engineering product features that
will appeal to the customer; (3) package and brand it so it will
be convenient and memorable to the customer; (4) price the
product so it will be within the economic means of the customer
and yet allow the company to make a reasonable profit; (5)
select dealers and physically transport and store the product so it
will be available in the right place at the right time; and (6)
promote the sale of the product by communicating to the
,consumer through the mediums of personal selling, advertising,
and other forms of sales promotion.
8 List and describe three guidelines used as a foundation of a
self-imposed code of business ethics Correct Answers The
three guidelines are (1) personal selling must be viewed as an
exchange of value, (2) relationship comes first, task second, and
(3) be honest with yourself and with others.
A company policy on ethics should cover several major areas.
What are they? (6 Points) Correct Answers The six major areas
of a company policy on ethics should be (1) sharing confidential
information, (2) reciprocity, (3) bribery, (4) gifts, (5)
entertainment, and (6) business defamation.
A. Self-concept - an important dimension of the relationship
strategy.
Self-concept: Correct Answers 1. a bundle of facts, opinions,
beliefs, and perceptions about yourself that are present in your
life every moments of every day.
A. Strategic/Consultative-Selling Model.
The model is divided into steps. Correct Answers
a.Relationship strategy:
b. Product strategy
c.Customer strategy
d.Presentation strategy
According to the Strategic/Consultative Selling Model, what are
the three prescriptions for developing a successful personal-
selling philosophy? Correct Answers The three prescriptions
, for the development of a successful personal selling philosophy
are (1) full acceptance of the marketing concept, (2) developing
an appreciation for the expanding role of personal selling in our
competitive national and international markets, and (3) assuming
the role of a problem solver/partner.
Adaptive selling Correct Answers can be defined as altering
sales behaviors during a customer interaction in order to
improve communication
Adaptive selling is another key element of the Correct Answers
"problem-solver stage."
Assume that you are an experienced professional salesperson. A
professor who teaches at a nearby university has asked you to
speak to a consumer economics class about the benefits of
personal selling to customers. Make an outline of what to say.
Correct Answers The outline should include the following
topics: Economic benefits - development of global markets;
stimulate our local economy, which reduces unemployment.
Consumer benefits - assistance with the purchase of complex
products; service after the sale.
Business casual Correct Answers is clothing that allows you to
feel comfortable but looks neat and professional.
Business defamation Correct Answers a. Business slander
arises when unfair and untrue oral statements about a competitor
are communicated to a third party, thus damaging the
competitor's business reputation or the personal reputation of an
individual in that business.
