D099 OA
Study online at https://quizlet.com/_fesv4h
1. A salesperson wants to get to know a prospective Relationship
customer by establishing ongoing communication to
ensure current as well as future sales. Which sales
approach is the salesperson using?
2. A salesperson prepares for a customer meeting by re- It emphasizes company
viewing the number of products the customer has pur- value to the customer
chased 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?
3. A retailer is advertising its new product line and has Integrated marketing
designed a campaign that includes social media ad- communications
vertising, print promotional pieces, online promotions,
and a special product launch event. Which concept is
the retailer using to promote its new product line?
4. How does empathy contribute to building a good rela- By creating an emotional
tionship with a customer? connection with clients to
show understanding that
is built on trust
5. Why is responsive listening important when participat- It encourages the sales-
ing in verbal communication? person to repeat back
to the customer what
they believe the customer
needs.
6. What is a result of a salesperson conducting follow-up Ensures customer satisfac-
on a sale? tion
, D099 OA
Study online at https://quizlet.com/_fesv4h
7. Every semester, a nationally known textbook compa- Missionary
ny'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 profes-
sors will adopt the book for use in the next academic
year. Which type of salesperson role does this scenario
illustrate?
8. A small company manufactures automobile hood or- Direct
naments 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?
9. A school administrator receives a request from a text- Gatekeeper
book salesperson to meet with the school principal.
The administrator asks for the salesperson's contact
information and indicates that the principal may con-
tact the salesperson if interested in meeting.Which
type of business-to-business (B2B) stakeholder is this
school administrator?
10. A large manufacturer wants to replace its aging ma- Requests for proposal
chines. The manufacturer determines what the ma-
chines must do and then seeks to have suppliers sub-
mit bids on the price, quality, and after-sales service.
What should the manufacturer use to solicit the sup-
pliers' bids?
11. A manufacturing company needs to replace its mate- Supplier selection
rial requirements planning system and has sent out
Requests for Proposal (RFPs). The company has re-
ceived several responses back. A meeting has been
called by the company's decision makers to review the
Study online at https://quizlet.com/_fesv4h
1. A salesperson wants to get to know a prospective Relationship
customer by establishing ongoing communication to
ensure current as well as future sales. Which sales
approach is the salesperson using?
2. A salesperson prepares for a customer meeting by re- It emphasizes company
viewing the number of products the customer has pur- value to the customer
chased 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?
3. A retailer is advertising its new product line and has Integrated marketing
designed a campaign that includes social media ad- communications
vertising, print promotional pieces, online promotions,
and a special product launch event. Which concept is
the retailer using to promote its new product line?
4. How does empathy contribute to building a good rela- By creating an emotional
tionship with a customer? connection with clients to
show understanding that
is built on trust
5. Why is responsive listening important when participat- It encourages the sales-
ing in verbal communication? person to repeat back
to the customer what
they believe the customer
needs.
6. What is a result of a salesperson conducting follow-up Ensures customer satisfac-
on a sale? tion
, D099 OA
Study online at https://quizlet.com/_fesv4h
7. Every semester, a nationally known textbook compa- Missionary
ny'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 profes-
sors will adopt the book for use in the next academic
year. Which type of salesperson role does this scenario
illustrate?
8. A small company manufactures automobile hood or- Direct
naments 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?
9. A school administrator receives a request from a text- Gatekeeper
book salesperson to meet with the school principal.
The administrator asks for the salesperson's contact
information and indicates that the principal may con-
tact the salesperson if interested in meeting.Which
type of business-to-business (B2B) stakeholder is this
school administrator?
10. A large manufacturer wants to replace its aging ma- Requests for proposal
chines. The manufacturer determines what the ma-
chines must do and then seeks to have suppliers sub-
mit bids on the price, quality, and after-sales service.
What should the manufacturer use to solicit the sup-
pliers' bids?
11. A manufacturing company needs to replace its mate- Supplier selection
rial requirements planning system and has sent out
Requests for Proposal (RFPs). The company has re-
ceived several responses back. A meeting has been
called by the company's decision makers to review the
