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Question
Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas.In Roni's new sales job with Compu-Tex, she talks with a prospect who is strongly interested in the product, but does not have the budget to purchase a full-year subscription. When Roni reports this to her manager, her manager says, "Turn it into a win-win!" The sales manager most likely wants Roni to:
A) sell the product to the customer at wholesale cost.
B) work with the customer to sell a length of subscription the customer can afford.
C) work with the research and finance departments to find a way to reduce overall costs.
D) ask the prospect for a referral so that the time spent with this prospect won't be a loss.
E) express appreciation to the prospect for considering the proposal and then find a new lead.
Answer
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Related questions
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The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line, company marketing strategies, territory information, and business trends. What are the other two?
A) knowledge of personal selling skills; in-field sales training with supervision
B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
E) attitudes toward the company, its products, and its customers; application of personal selling principles and practices
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A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
Q:
The first step toward identifying the type of applicant to be recruited for a sales job is to:
A) determine the compensation plan
B) consult the sales staff for recommendations
C) determine the actual duties of the position
D) develop personality and skills assessments
E) search for applicants from traditional sources
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B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.
Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
A) ask more closed questions
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D) use persuasive communication skills
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A) direct appeal
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A) lack of strategy
B) lack of loyalty
C) fear of making a mistake
D) fear of asking for the close
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A) appeal to the salesperson's emotions by sharing personal experiences
B) allow the salesperson to suggest ideas for improving performance
C) enable a salesperson to admit that a performance problem exists
D) create and implement a new presentation style for the salesperson
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________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
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A) identifying sources for hiring new salespeople
B) increasing sales by a specific percentage
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C) What is the average rate of employee turnover?
D) Will the salesperson work independently?
E) What amount of travel will be required?
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A) Internet job sites
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C) newspaper advertisements
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E) candidates within the company
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A) the leader passes the character test
B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance improvement
E) the leader guides the team through a changing situation
Q:
The size of the firm should dictate the scope of the sales training program.
Q:
The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."