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_______________, those responsible for managing large accounts, are skilled in developing complex solutions to a particular customer problem.A. Technical sellersB. Key account salespeopleC. Missionary salespeopleD. Trade servicersE. TelemarketersB. Key account salespeople___________ often do not take orders from customers directly but persuade customers to buy their firm's product from distributors or other suppliers.A. Technical sellers
B. Solutions servicersC. Missionary salespeopleD. Trade servicersE. TelemarketersC. Missionary salespeopleThe sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in Boeing aircraft is an example of a ____________.A. Technical seller B. Solutions servicer C. Missionary salesperson D. Trade servicer E. TelemarketerA. Technical seller_______________ is not a step in the personal selling process.A. ProspectingB. Handling objectionsC. Price fixingD. Qualifying the prospectE. Following upC. Price fixingProspective customers call a toll-free number for more information. This is used to identify and qualify prospects and is considered ________________.A. Outbound telemarketingB. Database managementC. Closing of the saleD. Follow-upE. Inbound telemarketingE. Inbound telemarketingThe delivery of information relevant to meet the customer's needs is a ___________.A. Customer databaseB. Value propositionC. FABD. Sales presentationE. Transaction cost analysisD. Sales presentationProspecting for new customers is a _____________________.A. Critical function in maintaining growthB. Replacement for lead generationC. Replacement for brandingD. Way to build trustE. Tool to reinforce customer awarenessA. Critical function in maintaining growthOne of five principal goals for the presentation is not ____________________. A. Get the customer's attention B. Educate the customer C. Nurture the customer's desire and conviction to purchase D. Agree on a price E. Build product interestD. Agree on a price
Upgrade to remove adsOnly $1/month______________________ is a characteristic of a great sales presentation.A. Explaining the value propositionB. Maximizing change conflictC. Developing win-lose solutionsD. Focusing on technologyE. Emphasizing features over benefitsA. Explaining the value proposition_______ is not a characteristic of a great sales presentation.A. Explaining the value proposition B. Asserting the advantage and benefits of the product C. Developing win-lose solutions D. Enhancing the customer's knowledge of the company, product, and services E. Creating a memorable experienceC. Developing win-lose solutions__________ is obtaining commitment from the customer to make the purchase.A. Following up after the sale B. Closing the sale C. Handling objections D. Qualifying the prospect E. Opening the relationshipB. Closing the sale_________ is not a common customer concern.A. Product needB. Updated technologyC. PriceD. Company trustE. More timeB. Updated technologyCustomers expect _________ after the purchase decision. Not meeting the expectation(s) is a primary reason for customer complaints.