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? - correct 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? -
correct 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? - correct 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? - correct 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? - correct answer--Direct
, How does empathy contribute to building a good
relationship with a customer? - correct 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? - correct
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? - correct 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? - correct
answer--Gatekeeper
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? - correct 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? -
correct 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? - correct 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? - correct 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? - correct answer--Direct
, How does empathy contribute to building a good
relationship with a customer? - correct 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? - correct
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? - correct 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? - correct
answer--Gatekeeper
