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77. Dwight has recently been promoted to a position as a territory manager. Which of the following should Dwight expect to do in his new job? A. Recruiting new employees B. Developing ad campaignsC. Designing product logosD. Solving customer issues E. Calculating overhead costsAnswer: D
78. As a part of providing service to customers, a professional salesperson would be expected to do all of the following EXCEPT: 79. Effective territory management most likely requires salespeople to: 80. _____ skill is the cognitive ability to see the selling process as a whole and the relationship among its parts. 81. Which of the following is identified by the text as a conceptual skill? A. Using technologyB.Thinking strategicallyC. Using persuasive speechD. Mastering sales techniques
E. Working with other people
82. Sean is a salesperson with exceptional cognitive and technical skills and limited human skills. As a result, he most likely excels in all of the following areas EXCEPT: 83. Arthur, a pharmaceutical sales representative, is liked by his clients and he likes them. He is never critical and unsympathetic of his customers. Arthur most likely has _____ skills. 84. According to the text, which of the following is an example of a technical skill? 85. _____ skills refer to the seller's understanding and proficiency in the performance of specific tasks. A. ConceptualB. OperationalC. AutomatedD. Transactional
86. All of the following are benefits of e-selling for salespeople EXCEPT: 87. Which of the following statements about small businesses is false? 88. Which term refers to the salesperson's sequential series of actions that lead toward the customer taking a desired action?89. According to Megatrends 2010 by Patricia Aburdene, the greatest megatrend in the U.S. is:A. business communication.B. excessive consumerism.C. global environmentalism.D. spirituality in business. E. personal growth.Answer: D90. _____ is the final step in the selling process.