A.be identified as qualified leadsB.agree with everything he saysC.raise objectionsD.offer adviceE.return unacceptable merchandise B Evelyn knows that prospective customers are likely to raise reservations about price and quality. She needs to convince customers that her products represent:A.a bygone era.B.a good value.C.the least expensive choice available.D.average quality for an average price.E.an environmental achievement. A Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale. Salespeople can learn when to close the sale by:A.listening to customers and paying attention to their body language.B.keeping accurate records regarding how long it took to close sales in the past.C.asking sales support personnel to estimate the average time before customers are ready to close.D.using the same selling process for all customers.E.monitoring and mimicking theclosing process used by their sales managers. A
The ______________ stage of the selling process offers a prime opportunity forsalespeople to solidify customer relationships through great service quality.A.generating and qualifying leadsB.follow upC.sales presentationD.closing the saleE.preapproach E Hiro sells building materials to local contractors. He wants to build longterm relationships with his contractors through effective follow up. After delivering the materials ordered, Hiro can expect to have to address complaints about:A.delivery time.B.billing.C.product performance.D.installation.E.all of these. D Sales representatives are often compensated, at least in part, on a percentage of the sales revenue. This percentage is known as a:A.bonus.B.sales increment.C.base salary.D.commission.E.finder's fee. C Miles worked selling products to industrial users, and he spent most of his timeworking on customers' new buy and modified rebuy situations. Miles wasprimarily a(n) ______________.A.new business specialistB.prospectorC.order getterD.order takerE.sales support rep B Most beverage distributors have their delivery people act as the firm's salesrepresentatives. The delivery people primarily function as:A.order getters.B.order takers.C.sales support personnel.
D.manufacturer's reps.E.telemarketers. E David's firm had grown steadily and the products and systems had become moreand more complicated. He had been a star representative and had personallyserviced and developed all his accounts. In the past year or so, David and his salescolleagues were changing their approach due to the sales growth and increasingproduct complexity. Customer relationships were now being handled more and more by _______________, which was typical of firms experiencing this kind of growth.A.manufacturer's representativesB.brokersC.sales administratorsD.junior sales repsE.selling teams B By a margin of seven to one in a survey of sales and marketing executives,respondents believe that:A.salespeople are born not made.B.training and supervision are most important determinants of selling success.C.straight commission is the best compensation package.
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