Those responsible for managing large accounts are

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_______________, those responsible for managing large accounts, are skilled in developing complex solutions to a particular customer problem. A. Technical sellers B. Key account salespeople C. Missionary salespeople D. Trade servicers E. Telemarketers B. 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
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B. Solutions servicers C. Missionary salespeople D. Trade servicers E. Telemarketers C. Missionary salespeople The 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. Telemarketer A. Technical seller _______________ is not a step in the personal selling process. A. Prospecting B. Handling objections C. Price fixing D. Qualifying the prospect E. Following up C. Price fixing Prospective customers call a toll-free number for more information. This is used to identify and qualify prospects and is considered ________________. A. Outbound telemarketing B. Database management C. Closing of the sale D. Follow-up E. Inbound telemarketing E. Inbound telemarketing The delivery of information relevant to meet the customer's needs is a ___________. A. Customer database B. Value proposition C. FAB D. Sales presentation E. Transaction cost analysis D. Sales presentation Prospecting for new customers is a _____________________. A. Critical function in maintaining growth B. Replacement for lead generation C. Replacement for branding D. Way to build trust E. Tool to reinforce customer awareness A. Critical function in maintaining growth One 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 interest D. Agree on a price
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Upgrade to remove ads Only $1/month ______________________ is a characteristic of a great sales presentation. A. Explaining the value proposition B. Maximizing change conflict C. Developing win-lose solutions D. Focusing on technology E. Emphasizing features over benefits A. 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 experience C. 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 relationship B. Closing the sale _________ is not a common customer concern. A. Product need B. Updated technology C. Price D. Company trust E. More time B. Updated technology Customers expect _________ after the purchase decision. Not meeting the expectation(s) is a primary reason for customer complaints.
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