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Exam 20: Personal Selling and Sales Management

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Question 181

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Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."B" represents which account management policy?

A) accounts that the firm should consider (1) replacing personal calls with telephone sales or direct mail to service accounts and (2) dropping account if unprofitable
B) accounts may offer a good opportunity if the sales organization can overcome its weak position
C) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
D) accounts that should receive a high level of sales calls and service to retain and possibly build accounts
E) accounts that should receive moderate level of sales and service to maintain current position of sales organization

F) C) and D)
G) None of the above

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Question 182

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Explain the difference between relationship selling and partnership selling.

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Relationship selling is the practice of ...

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Question 183

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According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career EXCEPT:

As a salesperson asks questions about a prospect's transportation system,the prospect says,"What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market.The salesperson has engaged in

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1) are the critical link between a firm and its customers; (2) are the company in consumers' eyes;and (3)

A sales quota contains goals,such as sales produced,accounts generated,profit achieved,and/or

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time,its salesforce was organized by product: generators,boilers,transformers,and so forth.Each salesperson was an expert on the product line he or she sold.Then it adopted a customer organizational structure.Why might ABB have made this change?

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Canam Canada specializes in the fabrication of steel joists,joist girders,steel deck,and Murox-high performance building systems that are used in the construction of commercial,industrial and institutional buildings.One of the largest steel joist fabricators in North America,Canam Canada offers value-added engineering support,architectural flexibility and customized solutions and services.Canam Canada uses team selling to focus on important customers so as to build mutually beneficially,long-term,cooperative relationships.It provides exceptional service by assigning teams of sales,service,and technical personnel to work exclusively with assigned customers.Canam's salesforce practices

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

There are six commonly used techniques to deal with objections: acknowledge and convert the objection;postpone;agree and neutralize;__________;denial;and ignore the objection.

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

Sales management consists of three interrelated functions: (1) __________; (2) sales plan implementation;and (3) salesforce evaluation.