100%(15)15 out of 15 people found this document helpful
This preview shows page 41 - 44 out of 51 pages.
A. ConceptualB. E-sellingC. AutomatedD. NonhumanE. TechnicalAnswer: eLearning Objective: 01-07Topic: The Future for SalespeopleBlooms: RememberAACSB: Level of Difficulty: EasyExplanation: Technical skill is the understanding of and proficiency in the performance of specific tasks. Technical skill includes mastery of the methods, techniques, and equipmentinvolved in selling—such as presentation skills and uses for one’s products.120. Which of the following is identified by the text as an example of a technical skill? A. Analytical abilityB. Strategic thinkingC. Knowing where his or her product fits into the customer's businessD. Planning abilitiesE. Working through other peopleAnswer: aLearning Objective: 01-07Topic: The Future for SalespeopleYou can buy the complete file from
Full file at -charles-futrell.htmlBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: Technical skill is the understanding of and proficiency in the performance of specific tasks. Technical skill includes specialized knowledge, analytical ability, and the competent use of tools and techniques to solve problems in that specific discipline.121. All of the following are benefits of e-selling for salespeople EXCEPT: A. developing goodwill with new customers.B. increasing the speed for qualifying leads.C. reducing paperwork.D. reporting new sales to the company.E. servicing customers after the sale.Answer: aLearning Objective: 01-06Topic: E-Selling: Technology and Information Build RelationshipsBlooms: UnderstandAACSB: TechnologyLevel of Difficulty: MediumExplanation: Technology and e-selling help salespeople increase the speed with which they can find and qualify leads, gather information prior to a customer presentation, reduce theirpaperwork, report new sales to the company, and service customers after the sale. It is unlikely that e-selling would develop goodwill.122. Which of the following statements about small businesses is false? Learning Objective: 01-01Topic: Selling is for Large and Small OrganizaitonsBlooms: UnderstandAACSB: Level of Difficulty: MediumYou can buy the complete file from