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41. A(n) _____ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer. A. tactical partnerB. creative problem solverC. quick decision-makerD. transactional partnerE. exchange innovatorAnswer: BExplanation: Today’s salespeople need to be creative problem solvers who have the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.Learning Objective: 08-01Topic: Strategic Customer Sales Planning—The PreapproachBlooms: Remember UnderstandAACSB: AnalyticLevel of Difficulty: Easy MediumThe better a salesperson is at creatively marshaling all available resources to address a customer’s strategic needs, the stronger the customer relationship becomes.42. Lev Knossos sells high tech equipment and software to companies in Greece. When he first started selling to Greek businesses, he was told that the Greek market lagged behind others in the use of technology. After conducting research, Knossos visited the Commercial Bank of Greece and explained how his products could create Web pages for the bank and facilitate banking transactions. By applying his product knowledge to solve a technology issue that he identified, Knossos took the role of:
Learning Objective: 08-01Topic: Strategic Customer Sales Planning—The PreapproachBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumKnossos was able to identify a problem and explain the benefits of his creative solution to the bank. 43. Jack, an office supply salesperson, recently called on a customer who was trying to select photos to include in a catalog. The customer wanted to look at the 10 photos side-by-side for comparison, but his easel was too small and the cinderblock walls in the office would not hold tacks or tape. The customer explained that the situation was a regular issue for him. Jack obtained a roll of cork and a can of cork glue to convert an office wall into a giant bulletin board. In this instance, Jack acted as a(n): Learning Objective: 08-01Topic: Strategic Customer Sales Planning—The PreapproachBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: Medium