Description

Chapter: 15 -Problem: 3 >> List and describe the major current developments in customer service.
Answer Preview: In the new millennium, customer service has become a prim…

, Chapter: 11 -Problem: 7 >> Describe the ideal time allocation for each part of the consultative sales presentation between the salesperson and the prospect.
Answer Preview: The ideal time allocation for each part of the consultative sales presentati…

, Chapter: 14 -Problem: 2 >> Describe three buying anxieties that sometimes serve as barriers to closing the sale.
Answer Preview: The three buying anxie…

, Chapter: 11 -Problem: 6 >> Describe the three dimensions of selecting a product solution.
Answer Preview: The three dimensions of selectin…

, Chapter: 7 -Problem: 9 >> Describe the difference between a generic product and a value-added product.
Answer Preview: The generic product is the basi…

, Chapter: 11 -Problem: 9 >> Describe how to transition to the presentation part of the consultative sales presentation model.
Answer Preview: There is a strong need to transition from the need discove…

, Chapter: 9 -Problem: 9 >> Describe two popular models for performing the account analysis.
Answer Preview: To effectively and efficiently manage the prospect or account base, sales managers, and salespeople …

, Chapter: 13 -Problem: 4 >> Explain the value of using probing and confirmation questions when negotiating buyer concerns.
Answer Preview: The value of using probing and con…

, Chapter: 12 -Problem: 7 >> Explain how magazine and trade journal reprints can be used to assist the salesperson in a persuasive sales presentation.
Answer Preview: Leading magazines and journals sometime feat…

, Chapter: 7 -Problem: 8 >> What are the four possible products that make up the value-added product-selling concept?
Answer Preview: The four possible products that make …

, Chapter: 8 -Problem: 8 >> What is meant by the term “perception?”
Answer Preview: Perception is the process whereby …

, Chapter: 17 -Problem: 3 >> What are the two main leadership qualities displayed by most successful sales managers? Define and explain each of these qualities.
Answer Preview: The two main qualities are structure and consideration. Structure means …

, Chapter: 16 -Problem: 7 >> Describe the most common records kept by salespeople.
Answer Preview: The most common records kept …

, Chapter: 1 -Problem: 13 >> There are many information sources on selling careers and career opportunities on the Internet. Two examples include Monster.com and CareerBuilder.com. Search the Internet for information on selling careers.Use your search engine to find career information on a pharmaceutical representative, a field sales engineer, and a retail salesperson.
Answer Preview: Internet sales representatives are primarily responsible for selling the products and services of th…

, Chapter: 13 -Problem: 1 >> Explain why a salesperson should welcome buyer concerns.
Answer Preview: Good salespeople welcome sales resistance …

, Chapter: 2 -Problem: 13 >> To learn more about industry-based, global, sales-training programs, access www.wilsonlearning.com. Click on the “Sales Effectiveness” link and examine the content of the various sales courses offered throughout the world by this company. From this review, describe the similarities between what this company offers and the material in this chapter.
Answer Preview: Similarities that you will mention …

, Chapter: 10 -Problem: 4 >> Compare and contrast team sales presentations and individual sales calls
Answer Preview: Team sales presentations are often used when selling complex customized products and se…

, Chapter: 14 -Problem: 7 >> What is meant by a trial close (the minor point close)? When should a salesperson attempt a trial close?
Answer Preview: A trial close is a good way to test the buyers atti…

, Chapter: 13 -Problem: 3 >> How does the negotiations worksheet form help the salesperson prepare to negotiate buyer concerns?
Answer Preview: First, the salesperson must look at the sales proposal from …

, Chapter: 10 -Problem: 2 >> Explain the role of objectives in developing the presale presentation plan.
Answer Preview: Objectives need to be developed due to …

, Chapter: 15 -Problem: 2 >> Define customer service. List the three major activities associated with this phase of personal selling.
Answer Preview: Customer service is defined as all of those activities that enhance or facili…

, Chapter: 10 -Problem: 9 >> What methods can the salesperson use to convert the prospect’s attention to the sales presentation?
Answer Preview: Converting the prospects attention to the sales …

, Chapter: 9 -Problem: 2 >> Describe three steps progressive marketers are taking to improve the quality of the prospecting and account development effort.
Answer Preview: Progressive marketers are doing three things to improve the qual…

, Chapter: 7 -Problem: 10 >> What is the relationship between value-added selling strategies and the cluster of product-selling satisfactions?
Answer Preview: A value-added sale offers the buyer more than expected. T…

, Chapter: 13 -Problem: 8 >> Professional buyers often learn to use specific negotiation tactics in dealing with salespeople. List and describe two tactics that are commonly used today.
Answer Preview: The two main tactics are : Sticking to the decision: Sticking to the firm decis…

, Chapter: 8 -Problem: 2 >> List and describe the three most common types of organizational buying situations.
Answer Preview: A first-time purchase of a product or service is a ne…

, Chapter: 12 -Problem: 3 >> Discuss the advantages of using the presentation worksheet.
Answer Preview: The presentation worksheet allows the …

, Chapter: 17 -Problem: 2 >> Are all sales managers’ duties the same? Explain.
Answer Preview: No, some sales managers have total responsi…

, Chapter: 16 -Problem: 4 >> List four techniques the salesperson should use to make better use of valuable selling time.
Answer Preview: Four techniques salespeople can use to mak…

, Chapter: 13 -Problem: 9 >> Discuss the merits of using need-satisfaction questions to negotiate buyer concerns.
Answer Preview: Need-satisfaction questions are designed to move the sales pro…

, Chapter: 17 -Problem: 8 >> List and describe three guidelines that should be followed when you design a sales motivation program based on external rewards.
Answer Preview: The three guidelines follow: Design rew…

, Chapter: 10 -Problem: 1 >> What is the purpose of the preapproach? What are the two prescriptions included in the preapproach?
Answer Preview: The preapproach is the first step …

, Chapter: 17 -Problem: 9 >> List and describe the five basic compensation plans for salespeople.
Answer Preview: The five basic compensation plans for salespeople are: (1) The s…

, Chapter: 14 -Problem: 8 >> Explain the summary-of-benefits close (step-by-step close).
Answer Preview: The summary-of-benefit close is appropriate in situation…

, Chapter: 15 -Problem: 6 >> This chapter describes the value of the lifetime customer. Is it realistic to believe that people will become lifetime customers in our very competitive marketplace?
Answer Preview: Yes, it is possible to develop the lifetime customer. When people …

, Chapter: 1 -Problem: 12 >> Shelly Jones, a vice president and partner in the Chicago office of the consulting firm Korn/Ferry International, has looked into the future and he sees some new challenges for salespeople. He recently shared the following predictions with Selling Power magazine:a. Salespeople will spend more time extending the range of applications or finding new markets for the products they sell.b. The selling
Answer Preview: I recently had the privilege of interviewing a sales person who works for a manufact…

, Chapter: 1 -Problem: 2 >> According to the Strategic/Consultative Selling Model, what are the three prescriptions for developing a successful personal-selling philosophy?
Answer Preview: The three prescriptions for the development of a successful per…

, Chapter: 10 -Problem: 3 >> Why should salespeople establish multiple-objective sales presentations? List four possible objectives that would be appropriate for stage one and stage two of the buying process.
Answer Preview: Setting multiple objectives helps reduce the fear of …

, Chapter: 4 -Problem: 6 >> Identify three conversational methods that can be used to establish relationships.
Answer Preview: Three conversational methods that can …

, Chapter: 8 -Problem: 3 >> Describe the five major stages in the typical buying process
Answer Preview: The five major steps in the typical …

, Chapter: 3 -Problem: 7 >> A company policy on ethics should cover several major areas. What are they?
Answer Preview: The six major areas of a company pol…

, Chapter: 17 -Problem: 6 >> What are four sources of recruiting new salespeople?
Answer Preview: The four sources for searching out applican…

, Chapter: 2 -Problem: 1 >> Why is peddling or “pushing products” inconsistent with the marketing concept?
Answer Preview: In adapting to the marketing concept, emph…

, Chapter: 14 -Problem: 5 >> Define the term “incremental commitment.” Why is it important to achieve incremental commitments throughout the sale?
Answer Preview: When you are working with a large, comp…

, Chapter: 6 -Problem: 9 >> What are the most common sources of product information?
Answer Preview: The most common sources of product information are …

, Chapter: 7 -Problem: 11 >> Is it true that selling products with a low-price strategy largely ignores customer satisfaction? Discuss.
Answer Preview: Not necessarily. In the case of adjusting price through unbundling, a customer may be able to sa…

, Chapter: 3 -Problem: 1 >> List the three prescriptions that serve as the foundation for development of a relationship strategy.
Answer Preview: The three prescriptions for devel…

, Chapter: 9 -Problem: 5 >> What is “networking”? How might a real estate salesperson use networking to identify prospects?
Answer Preview: In very simple terms, networking is the art of making and using …

, Chapter: 1 -Problem: 9 >> List and briefly describe the four major sources of sales training.
Answer Preview: Corporate-sponsored traini…

, Chapter: 6 -Problem: 8 >> List and briefly describe the five parts included in most written sales proposals.
Answer Preview: Most proposals include the following parts: Budget and overview (tel…

, Chapter: 2 -Problem: 3 >> Describe the importance of personal selling as a part of the marketing concept.
Answer Preview: Personal selling is the point at which the marketing concept is implemen…

, Chapter: 3 -Problem: 4 >> What is the Uniform Commercial Code? Why is it needed?
Answer Preview: The Uniform Commercial Code is the …

, Chapter: 7 -Problem: 4 >> Why have salespeople assumed an important role in positioning products?
Answer Preview: Salespeople have assumed an important role in positioning products. In our ov…

, Chapter: 3 -Problem: 3 >> What major factors help influence salespeople’s ethical conduct?
Answer Preview: The five factors that shape the ethical conduct o…

, Chapter: 6 -Problem: 6 >> Basic beliefs underlie the salesperson’s method of handling competition. What are four guidelines a salesperson should follow in developing basic beliefs in this area?
Answer Preview: Four guidelines salespeople should follow regarding compet…

, Chapter: 7 -Problem: 6 >> Read the Selling in Action feature titled “How Do Customers Judge Service Quality?” on page 134. How might this information help a salesperson that wants to adopt the value-added selling strategy?
Answer Preview: Each of the five ser…

, Chapter: 4 -Problem: 1 >> How important are establishing, building, and maintaining relationships in the selling process?
Answer Preview: The relationship is v…

, Chapter: 2 -Problem: 7 >> Briefly describe the evolution of partnering. Discuss the forces that contributed to this approach to selling.
Answer Preview: In the 1990s, many companies began to …

, Chapter: 6 -Problem: 3 >> What is “product configuration”? Provide an example of how this practice is used in the sale of commercial stereo equipment.
Answer Preview: Product configuration involves bringing together many part…

, Chapter: 1 -Problem: 1 >> Explain how personal selling can help solve the problem of information overload.
Answer Preview: In an era of limitless data, informed salespeopl…

, Chapter: 17 -Problem: 1 >> What is the difference between leadership and management?
Answer Preview: Leadership is the process of inspiring, i…

, Chapter: 5 -Problem: 3 >> What are the benefits to the salesperson that understands communication style?
Answer Preview: Benefits derived from understandi…

, Chapter: 12 -Problem: 9 >> What are some of the common sales functions performed by small laptop computers and demonstration software?
Answer Preview: Some common sales functions performed by the small, portable computers are computing the …

, Chapter: 4 -Problem: 4 >> Describe the win-win approach to selling.
Answer Preview: The win-win approach to s…

, Chapter: 16 -Problem: 1 >> Describe how a salesperson is much like the individual who owns and operates a business.
Answer Preview: The salesperson is very much like the person who owns a bu…

, Chapter: 1 -Problem: 8 >> Develop a list of eight selling-career opportunities in the service field.
Answer Preview: Selling careers in the service field consist of (1) Rad…

, Chapter: 10 -Problem: 7 >> Briefly describe the four guidelines that can help you make a good social contact.
Answer Preview: The four guidelines that can help you make a good social contact follow: 1. Pre…

, Chapter: 6 -Problem: 7 >> Explain what the customer’s expectations are concerning the salesperson’s attitude toward competition.
Answer Preview: Customers appreciate an accu…

, Chapter: 14 -Problem: 4 >> Why is it important to review the value proposition from the prospect’s point of view?
Answer Preview: Prospects have various concerns about purchasing products a…

, Chapter: 2 -Problem: 6 >> List and briefly explain the four broad strategic areas that make up the selling process.
Answer Preview: The four broad strategic areas that make up the selling proces…

, Chapter: 14 -Problem: 6 >> Is there a best method to use in closing the sale? Explain.
Answer Preview: No, there is no one best clo…

, Chapter: 2 -Problem: 12 >> Sharon Alvarez has been teaching college biology courses. She is offered a position selling pharmaceutical products. This position requires that she call on doctors and pharmacists to explain her product line. Describe the similarities and the differences between personal selling and teaching.
Answer Preview: In teaching and selling, Sharon must be able to present scientific ideas accurately …

, Chapter: 17 -Problem: 4 >> List and describe the four basic steps involved in coaching.
Answer Preview: 1. Documentation of performance problems 2. Gett…

, Chapter: 2 -Problem: 10 >> 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.
Answer Preview: The outline should include the following topics: …

, Chapter: 6 -Problem: 4 >> Review the GEAR for Sports statement of values and then identify the two items that you believe contribute the most to a salesperson’s career success.
Answer Preview: Responsibility to customers …

, Chapter: 1 -Problem: 5 >> Some salespeople have an opportunity to earn certification in a sales or sales-related area. How can a salesperson benefit from certification?
Answer Preview: Most certification programs can result in i…

, Chapter: 2 -Problem: 2 >> Describe how new models of selling emerged in response to the marketing concept.
Answer Preview: The marketing concept sparked development in marketers fundamental understanding of personal …

, Chapter: 1 -Problem: 4 >> What future for women is there in selling?
Answer Preview: There are growing opportunities for both women an…

, Chapter: 1 -Problem: 6 >> Explain why high-performance value-added salespeople earn much more than high-performance transactional salespeople.
Answer Preview: There are two reasons why high-performance value-added salespeople earn more than twice as muc…

, Chapter: 5 -Problem: 6 >> What are the four communication styles? Develop a brief description of each of the styles.
Answer Preview: The four communication styles are: Emotive appears active, takes social initiative, likes informali…

, Chapter: 7 -Problem: 5 >> Briefly describe the influence of electronic commerce on pricing. What types of products are likely to be sold on the Internet?
Answer Preview: Salespeople who are involved primarily in transactional se…

, Chapter: 3 -Problem: 8 >> List and describe three guidelines used as a foundation of a self-imposed code of business ethics
Answer Preview: The three guidelines are (1) Perso…

, Chapter: 2 -Problem: 4 >> What is consultative selling? Give examples.
Answer Preview: Consultative selling emphasizes need identification that is achie…

, Chapter: 4 -Problem: 5 >> Describe the four key words that should govern our decision regarding an appropriate set of guidelines to “dress for success” in today’s sales environments.
Answer Preview: The four words regarding …

, Chapter: 5 -Problem: 2 >> Describe the five major principles that support communication style theory.
Answer Preview: The principles that support communication-style theory are: Individu…

, Chapter: 1 -Problem: 7 >> List three titles commonly used to describe manufacturing salespeople. Describe the duties of each.
Answer Preview: The three types of manufacturing salespeople are (1) Field salespeople who sell well-established pr…

, Chapter: 1 -Problem: 3 >> List and describe the four employment settings for people who are considering a selling career.
Answer Preview: According to the employ…

, Chapter: 7 -Problem: 1 >> Why has product differentiation become so important in sales and marketing?
Answer Preview: Many customers need help discovering the …

, Chapter: 6 -Problem: 1 >> Provide a brief description of the term product strategy.
Answer Preview: The product strategy is a well-conceived plan that emphasizes acquiring extensi…

, Chapter: 4 -Problem: 2 >> List the four groups of people with whom sales personnel must be able to work effectively.
Answer Preview: Sales personnel must be able …

, Chapter: 4 -Problem: 8 >> List and describe each step in the four-step self-improvement plan.
Answer Preview: Step one: Set goals. The goal-setting process requires that you be clear about what you want to …

, Chapter: 5 -Problem: 9 >> Explain the statement, “Your greatest strength can become your greatest weakness.”1. Emotive2. Director3. Reflective4. Supportive
Answer Preview: A persons greatest strength usually becomes his/her greatest weakness when his/her behavior move…

, Chapter: 2 -Problem: 11 >> 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.
Answer Preview: She will have to (1) Research the kind of customer her product appeals t…

, Chapter: 3 -Problem: 6 >> Explain why the sales manager plays such an important role in influencing the ethical behavior of salespeople.
Answer Preview: The salespersons a…

, Chapter: 5 -Problem: 4 >> What two dimensions of human behavior are used to identify communication style?
Answer Preview: The two dimensions are dominance and …

, Chapter: 4 -Problem: 3 >> Why is partnering described as the highest-quality selling relationship? Why has the building of partnerships become more important today?
Answer Preview: When a true partnership exists, there is a high leve…

, Chapter: 3 -Problem: 5 >> Why must a salesperson’s ethical sense extend beyond the legal definition of what is right and wrong?
Answer Preview: During the accounting scandals of recent years, …

, Chapter: 3 -Problem: 2 >> How does business slander differ from business libel?
Answer Preview: Business slander arises when an unfair …

, Chapter: 5 -Problem: 1 >> What is the meaning of the term communication style?
Answer Preview: The impressions that others form a…

, Chapter: 4 -Problem: 7 >> Describe the meaning of nonverbal messages. Why should salespeople be concerned about these messages?
Answer Preview: Nonverbal communication has been defin…

, Chapter: 7 -Problem: 3 >> Explain what is meant by positioning as a product-selling strategy. What is a value proposition?
Answer Preview: Positioning refers to the decisions and activities that are directed towar…

, Chapter: 2 -Problem: 5 >> Diagram and label the four-step Consultative Sales Presentation Guide.
Answer Preview: The four steps include: …

, Chapter: 7 -Problem: 2 >> According to Ted Levitt, what is the definition of a product? What satisfactions do customers want?
Answer Preview: Ted Levitt defines a product as a problem-solving to…

, Chapter: 5 -Problem: 7 >> What is the reaction of most people who study communication styles for the first time? Why does this reaction surface?
Answer Preview: People who study communication styles may in…

, Chapter: 5 -Problem: 5 >> Describe the person who tends to be high in sociability.
Answer Preview: The highly sociable p…

, Chapter: 2 -Problem: 9 >> Explain why the ethical conduct of salespeople has become so important today.
Answer Preview: Because salespeople are a vita…

, Chapter: 1 -Problem: 10 >> Examine a magazine or newspaper ad for a new product or service that you have never seen. Evaluate its chances for receiving wide customer acceptance. Does this product require a large amount of personal-selling effort? What types of salespeople (service, manufacturing, wholesale, or retail) are involved in selling this product?
Answer Preview: The objective of this exercise it to have they gain a better u…

, Chapter: 5 -Problem: 8 >> Define style flexing. How can style flexing improve sales productivity?
Answer Preview: Style flexing is a deliberate attempt to ad…

, Chapter: 6 -Problem: 5 >> Define the term organizational culture. How might this company information enhance a sales presentation?
Answer Preview: Organizational culture is a collection of beliefs, behav…

, Chapter: 6 -Problem: 2 >> Distinguish between product features and buyer benefits.
Answer Preview: A feature is anything about a product that you can feel or touch, see or measure, and …

, Chapter: 2 -Problem: 8 >> Provide a brief description of value-added selling. What economic forces have motivated companies to adopt value-added selling?
Answer Preview: Value-added selling can be defined as a series of c…

, Chapter: 7 -Problem: 7 >> What are some of the common ways salespeople add value to the products they sell?
Answer Preview: The salesperson adds value to a product or service when he o…

, Chapter: 11 -Problem: 4 >> Define the term “buying conditions.” What are some common buying conditions?
Answer Preview: Buying conditions are those things th…

, Chapter: 8 -Problem: 1 >> According to the Strategic/Consultative Selling Model, what are the three prescriptions for the development of a successful customer strategy?
Answer Preview: The three prescriptions …

, Chapter: 13 -Problem: 7 >> What is the most common reason that prospects give for not buying? How can salespeople deal effectively with this type of concern?
Answer Preview: One of the most common reasons for not buying is price. Salespeople can deal effec…

, Chapter: 16 -Problem: 3 >> List and briefly describe the four goal-setting principles.
Answer Preview: The four goal-setting principles are: Reflect on the thing…

, Chapter: 15 -Problem: 8 >> What types of customer service problems might be prevented with the use of a call report?
Answer Preview: The call report can solve the problems of communication be…

, Chapter: 9 -Problem: 8 >> When is sales intelligence important? What are the three most important pieces of sales intelligence a salesperson needs to know?
Answer Preview: Sales intelligence is needed today over and above sales data becaus…

, Chapter: 15 -Problem: 7 >> Define upselling and explain how it can add value.
Answer Preview: The effort to sell better-qua…

, Chapter: 12 -Problem: 2 >> List the guidelines to follow in planning an effective consultative presentation.
Answer Preview: The guidelines to follow in giving effective consultative presentations are: …

, Chapter: 8 -Problem: 9 >> J. D. Power, founder of J.D. Power and Associates, says, “We define quality as what the customer wants.” Do you agree or disagree with his observations? Explain your answer.
Answer Preview: We are reminded that …

, Chapter: 16 -Problem: 6 >> What is a sales call plan? Explain how it is used.
Answer Preview: The sales call plan is a weekly act…

, Chapter: 10 -Problem: 5 >> Describe the major steps in the presentation plan. Briefly discuss the role of adaptive selling in implementing the presentation plan.
Answer Preview: The major steps in the presentation plan are: (1) Approach; (2) Need discovery; (3) Presentation; (4…

, Chapter: 11 -Problem: 2 >> Describe the findings of the two major research projects on the strategic use of questions in selling.
Answer Preview: First, according to research conducted during the strategic selling era on more than 35,000 sa…

, Chapter: 9 -Problem: 1 >> List and briefly explain the common causes of customer attrition
Answer Preview: Common causes of customer attrition include: The accou…

, Chapter: 13 -Problem: 2 >> List the common types of buyer resistance that might surface in a presentation.
Answer Preview: Common types of buyer concerns are: (1) C…

, Chapter: 12 -Problem: 8 >> Describe the audiovisual presentation fundamentals.
Answer Preview: The four audiovisual presentation fundamentals are: (1) Never rely too heavily …

, Chapter: 15 -Problem: 1 >> You are currently a sales manager employed by a company that sells long-term care insurance. Tomorrow you will meet with five new sales trainees. Your major goal is to explain why it is important to service the sale. What important points will you cover?
Answer Preview: Explain them that servicing the sale is a critic…

, Chapter: 17 -Problem: 5 >> What is a job description? Explain the importance of job descriptions in selecting salespeople.
Answer Preview: A job description is an explanation of …

, Chapter: 9 -Problem: 7 >> What are the most common methods of organizing prospect information?
Answer Preview: Most salespeople use some type of computer system t…

, Chapter: 8 -Problem: 4 >> List and describe three value creation selling approaches that appeal to various types of customers.
Answer Preview: Transactional process buyers are well aware of their needs and usually know a gre…

, Chapter: 13 -Problem: 6 >> John Ruskin says that it is unwise to pay too much when making a purchase, but it is worse to pay too little. Do you agree or disagree with this statement? Explain.
Answer Preview: In many cas…

, Chapter: 12 -Problem: 5 >> What are the guidelines to be followed when developing a persuasive sales presentation?
Answer Preview: The guidelines for developing a persuasive sales presentation are: …

, Chapter: 17 -Problem: 7 >> What should sales managers look for in selecting new salespeople? Describe at least three important qualities.
Answer Preview: Things a sales manager shoul…

, Chapter: 8 -Problem: 5 >> According to the buyer resolution theory, a purchase is made only after the prospect has made five buying decisions. What are they?
Answer Preview: The five buying decisions …

, Chapter: 8 -Problem: 7 >> Describe the four group influences that affect buyer behavior.
Answer Preview: The four group influences that affe…

, Chapter: 13 -Problem: 5 >> List eight specific strategies for negotiating buyer resistance.
Answer Preview: Eight specific methods of negotiating buyer …

, Chapter: 1 -Problem: 11 >> For each of the following job classifications, list the name of at least one person you know in that field:a.  Full-time person who sells a serviceb.  Full-time inside wholesale salespersonc.  Full-time manufacturer’s salespersond. Full-time retail salespersonInterview one of the people you have listed, asking the following questions concerning their duties and responsibilities:a.  What is your im
Answer Preview: Job Description: Full-Time Service Salesperson Position Summary: The Full-Time Service Salespers…

, Chapter: 16 -Problem: 5 >> Effective territory management involves two major steps. What are they?
Answer Preview: The two major steps in ef…

, Chapter: 16 -Problem: 2 >> Opportunity management has been described as a four-dimensional process. Describe each dimension.
Answer Preview: The four-dimensional process of …

, Chapter: 16 -Problem: 9 >> Table 16.2 describes six “five-minute stress busters” to reduce stress. Which of these do you think are most important for persons employed in the sales field? Explain.
Answer Preview: There is no best answer because each of the stres…

, Chapter: 15 -Problem: 4 >> Adding value with follow-through can involve several post-sale services. List five possible services.
Answer Preview: Adding value with follow through may invol…

, Chapter: 11 -Problem: 3 >> List and describe the four types of questions commonly used in the selling field.
Answer Preview: 1. Survey questions are used to collect basic facts about th…

, Chapter: 11 -Problem: 5 >> Discuss the three dimensions of need discovery.
Answer Preview: The three dimensions of need d…

, Chapter: 16 -Problem: 8 >> What is the definition of “stress”? What are some indicators of stress?
Answer Preview: Stress is the response of the body and/or the mind to demands on it, in th…

, Chapter: 14 -Problem: 9 >> What confirming steps should a salesperson follow when the customer says yes? What should be done when the customer says no?
Answer Preview: When the customer says yes, (1) check all details, (2) reassure the customer, (3) thank th…

, Chapter: 12 -Problem: 4 >> Explain why a salesperson should organize the sales presentation so that it appeals to as many of the five senses as possible.
Answer Preview: Appealing to as many senses …

, Chapter: 14 -Problem: 1 >> List some aspects of the sales presentation that can make closing and confirming the sale difficult to achieve.
Answer Preview: Aspects of the sales presentation that can make the …

, Chapter: 8 -Problem: 6 >> Explain how Maslow’s hierarchy of needs affects buyer behavior.
Answer Preview: Maslows hierarchy of needs consists of: (1) Physiological needs x basic needs such as hunger, th…

, Chapter: 10 -Problem: 8 >> What are some rules to follow when leaving a message on voice mail? On e-mail?
Answer Preview: It is important to anticipate voice mail and know exactly what to say if you …

, Chapter: 14 -Problem: 3 >> What guidelines should a salesperson follow for closing the sale?
Answer Preview: A salesperson should follow these guidelines for closing the sale: (1) …

, Chapter: 9 -Problem: 4 >> Explain how the endless chain referral prospecting and account development method works.
Answer Preview: At the close of each sales call, t…

, Chapter: 12 -Problem: 1 >> Distinguish among the three types of need-satisfaction presentations: informative, -persuasive, and reminder.
Answer Preview: The informative strategy emphasizes clarity with the use of factual info…

, Chapter: 9 -Problem: 3 >> List the major sources of prospects.
Answer Preview: Sources of prospects are: (1) Referrals, (2) Endless chain referrals, (3) Referral letters an…

, Chapter: 11 -Problem: 8 >> Describe the nature of the need discovery process when working with a transactional buyer.
Answer Preview: Some of the guidelines for the need discovery process …

, Chapter: 12 -Problem: 6 >> Describe the merits of a bound paper presentation. What can be done to strengthen the persuasive power of a bound paper presentation?
Answer Preview: With the aid of computer-generated graphics…

, Chapter: 15 -Problem: 5 >> How does credit become a part of servicing the sale?
Answer Preview: Credit becomes a way of servicin…

, Chapter: 11 -Problem: 1 >> List and describe the four parts of the Consultative Sales Process Guide.
Answer Preview: The four parts of the Consultative Sales Presentation Guide a…

, Chapter: 10 -Problem: 6 >> What are the major objectives of the approach?
Answer Preview: Three objectives of the approach ar…

, Chapter: 9 -Problem: 6 >> What does the term “qualifying” mean? What are the four basic questions that should be answered during the qualifying process?
Answer Preview: The process of identifying prospects that should be contacted is called quali…

, Chapter: 15 -Problem: 9 >> Describe the steps for partnering with an unhappy customer.
Answer Preview: To partner with an unhappy customer: Give customer every opportunity to disclos…

Additional Information

16 Reviews for Selling Today Partnering to Create Value Textbook Questions And Answers