1) What is the primary objective of transaction-focused selling? A) creating value through repeat business transactions B) building a relationship with the customer C) lowering the cost of goods sold to the customer D) maximizing sales in the short run 2) Which of the following aspects of achieving a market orientation do salespeople have the most opportunity to participate in? A) gathering information about customers needs B) sharing information throughout the organization C) influencing the market direction D) ensuring high levels of customer satisfaction 3) What does the extensive direct contact that salespeople have with existing and prospective customers lead many companies to do? A) rely more on call centre information B) treat salespeople as key sources of market information and feedback C) recruit and hire only those people who have extensive retail experience D) hire outside companies to perform marketing research 4) According to the textbook, how are the steps in the sales process best characterized? A) highly interrelated, often overlapping, and not necessarily a strict sequence of events B) discrete and strictly sequential C) highly dependent, sequential, and context specific D) asymmetrically aligned, nonsequential, and often interdependent 5) What is a serious limitation of the mental states, or formula, approach to personal selling? A) lack of customer orientation B) prospects getting locked in to one mental state C) salespeople who stop planning sales calls D) lack of structure in the sales interaction 6) Which of the following roles is the source of support for the idea that salespeople are the most important people within an organization? A) salespeople as revenue producers B) salespeople as sources of market information C) salespeople as candidates for executive positions D) salespeople as relationship developers 7) What is the term for a strong belief that success will occur on the job? A) ego drive B) self-efficacy C) O ego strength D) empathy 8) What role is being played by a salesperson who spends time to learn a customer's business so that he or she can then better advise the customer on how the selling firm's products compare to competitive offerings? A) a strategic orchestrator B) a business consultant C) a long-term ally D) a sales adviser 9) With respect to the knowledge required by the salesperson, what is the main difference between transaction- focused traditional selling and trust-based relationship selling? A) Transaction-focused selling requires a broader range of knowledge on the part of the salesperson B) A salesperson using trust-based relationship selling needs to know less about the customer's business and industry than one using transaction-focused traditional selling C) Trust-based relationship selling requires less knowledge on the part of the salesperson due to the high levels of trust involved. D) A salesperson using trust-based relationship selling needs to know more about the customer's business and industry than one using transaction-focused traditional selling.
1) What is the primary objective of transaction-focused selling?
A) creating value through repeat business transactions
B) building a relationship with the customer
C) lowering the cost of goods sold to the customer
D) maximizing sales in the short run
2) Which of the following aspects of achieving a market orientation do salespeople have the most opportunity to participate in?
A) gathering information about customers needs
B) sharing information throughout the organization
C) influencing the market direction
D) ensuring high levels of customer satisfaction
3) What does the extensive direct contact that salespeople have with existing and prospective customers lead many companies to do?
A) rely more on call centre information
B) treat salespeople as key sources of market information and feedback
C) recruit and hire only those people who have extensive retail experience
D) hire outside companies to perform
4) According to the textbook, how are the steps in the sales process best characterized?
A) highly interrelated, often overlapping, and not necessarily a strict sequence of events
B) discrete and strictly sequential
C) highly dependent, sequential, and context specific
D) asymmetrically aligned, nonsequential, and often interdependent
5) What is a serious limitation of the mental states, or formula, approach to personal selling?
A) lack of customer orientation
B) prospects getting locked in to one mental state
C) salespeople who stop planning sales calls
D) lack of structure in the sales interaction
6) Which of the following roles is the source of support for the idea that salespeople are the most important
people within an organization?
A) salespeople as revenue producers
B) salespeople as sources of market information
C) salespeople as candidates for executive positions
D) salespeople as relationship developers
7) What is the term for a strong belief that success will occur on the job?
A) ego drive
B) self-efficacy
C) O ego strength
D) empathy
8) What role is being played by a salesperson who spends time to learn a customer's business so that he or she can then better advise the customer on how the selling firm's products compare to competitive offerings?
A) a strategic orchestrator
B) a business consultant
C) a long-term ally
D) a sales adviser
9) With respect to the knowledge required by the salesperson, what is the main difference between transaction- focused traditional selling and trust-based relationship selling?
A) Transaction-focused selling requires a broader range of knowledge on the part of the salesperson
B) A salesperson using trust-based relationship selling needs to know less about the customer's business and industry than one using transaction-focused traditional selling
C) Trust-based relationship selling requires less knowledge on the part of the salesperson due to the high levels of trust involved.
D) A salesperson using trust-based relationship selling needs to know more about the customer's business and industry than one using transaction-focused traditional selling.
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