personal sales G - Ch 5 updated to discn format

personal sales G - Ch 5 updated to discn format -...

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Unformatted text preview: 15-1Results - Exam #1Range%90 - 10080 - 8970 - 7960 - 6925-2Results - Exam #1Range%90 - 1004480 - 893670 - 791860 - 69235-36.In relationship selling, the hard sell message is replaced by a communication approach of: A) Role playing dialogue. B) Lifetime customer contact. C) Mutual problem solving. D) CRM technical analysis. 45-418.When salespeople are required to engage in new activities using new technologies, their sales managers need to: A) Update rewards systems to reflect the new dimensions and activities expected. B) Avoid falling into the technological distortion trap.C) Avoid single-source modifying. D) Assess the perceived risk and return for each sales person. 55-521. Gerald is a sales manager for a company selling to the military. He often puts together a team to sell to the military buying center. He finds that team selling: A) Is less expensive than individual selling. B) Creates coordination challenges.C) Reduces overall organizational commitment. D) All of the above. . 65-623. The business philosophy of a company's focusing on meeting customers' wants and needs is called the: A) Value-generation proposal. B) Perceived value thesis. C) Marketing concept. D) Integrated marketing philosophy. 75-7Using Information inProspecting and55-8USING INFORMATION IN PROSPECTING AND SALES CALL PLANNINGUSING INFORMATION IN PROSPECTING AND SALES CALL PLANNING95-9Learning Objectives•The prospecting plan•Call reluctance and how to overcome it•Why the preapproach and planning activities are important to sales call successUSING INFORMATION IN PROSPECTING AND SALES CALL PLANNING...
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This note was uploaded on 01/25/2011 for the course MGT 4301 taught by Professor Vantine during the Spring '10 term at Georgia Tech.

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personal sales G - Ch 5 updated to discn format -...

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