Sales marketing test (1) - Sales marketing test An economic buying influence is likely to be further up the organization ladder under what conditions a

Sales marketing test (1) - Sales marketing test An economic...

This preview shows page 1 - 4 out of 12 pages.

Sales marketing test An economic buying influence is likely to be further up the organization ladder under what conditions? a . the more depressed the organization's business condition. b . the more experience they have with you and your firm. c . the less expensive the product. d . none of the above. Salespeople should be prepared to discuss interest rates, EPS, and financing terms with the Economic Buying Influence.  True  False If you want to avoid confrontation the position to sit in is the front of the room.   Yes     No A high status person at a round table does not distort the power distribution?   Yes     No According to author and entrepreneur Paul Brunson, your ability to be of influence within your community is directly related to your ability_________________ to make connections outside of your community. to speak well in group settings and public events. to achieve a hight GPA upon graduation. to make those connections translate into sales.
Image of page 1

Subscribe to view the full document.

Selling to organizations is somewhat easier than selling to an individual consumer.  True  False Your best customer has asked you to contribute $1,500 to the memorial fund for their son who recently died in an automobile accident. You should_________. a . send a check to the memorial fund from your expense account. b . tell your customer that company policy forbids gifts/donations of this type. c . report the customer's bribe attempt to the FBI. d . report the request to your boss and ask permission to tell the Vice President of HR at your customer's head office about the request. e . Answers b and d are both acceptable responses. Which of the following is likely to be associated with a request for proposal (RFP)? a . an extensive search for qualified suppliers. b . a set of product specifications c . a fixed price the customer wants all suppliers to charge. d . an extensive amount of client information With customer specialization, each salesperson shouldn't sell the entire product line to selected types of customers.  True  False Your brand is your reputation.  True  False Multiple salespeople calling on the same customer may be a problem when a sales force is organized along product lines.  True  False
Image of page 2
The main objective of a salesperson's formal presentation is: to handle concerns effectively. to explain how the saesperson's product meets the special needs of the customer.
Image of page 3

Subscribe to view the full document.

Image of page 4

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern

Ask Expert Tutors You can ask 0 bonus questions You can ask 0 questions (0 expire soon) You can ask 0 questions (will expire )
Answers in as fast as 15 minutes