2-14 Does it appear that smith has adopted the three prescriptions of a personal selling
philosophy? (see the strategic/consultative-selling model.) Explain
It does appear that Smith has adopted the three prescriptions of personal selling philosophy
Review Test Submission: Exam #1 (C1-5) BBA-313 (1161-.
2/3/16, 9:05 AM
My Bb Learn
Review Test Su
Review Test Submission: Exam #2 (C6-11) BBA-313 (1161.
2/16/16, 8:57 PM
My Bb Learn
Review Test S
14-10 Which of the following statements, often made by prospects, would you interpret as
a. How much would the payments be? They are showing they want it by asking the price
b. Tell me about your service department. It is showing recogniti
8-10 Select several advertisements from a trade magazine. Analyze each one and determine
what rational buying motives the advertiser is appealing to. Do any of these advertisements
appeal to emotional buying motives? Then select a magazine that is aimed a
Brandon Kyle Delgado
Doctor Paige Leister
Park Shore Project
Park Shores Resort and Convention Center is the premier hotel for you to work with for
your physical fitness week seminar. Park Shores has convenient easy t
There are many information sources on selling careers and career opportunities on the
internet. For a pharmaceutical representative some interesting things that I found were that
according to the article one of the most important things that you need to d
10-10 Assume that you are a salesperson who calls on retailer. For some time, you have been
attempting to get an appointment with one of the best retailer in the city to carry your line.
You have an appointment to see the head buyer in on and one-half hou
A. Do you agree with your assessment of your most preferred Style? How about your
results on your secondary style?
a. I completely agree with my most preferred and secondary style. I enjoy accepting
challenges and authority, and providing quick solutions.
4-9 Select four salespeople you know and ask them if they have a relationship strategy for
working with customers, management personnel, secondary decision makers, and company
support staff. Ask each salesperson to give you two or three specific examples
7-14 The Ritz-Carlton hotel chain illustrates the total product concept discussed into this
chapter. Research value-added information on the Ritz=Carlton chain by accessing
www.ritzcarlton.com. Choose a location and click Meeting. Click Quick Facts and pr
3-3 What major factors help influence salespeoples ethical conduct?
Role model by top management
Company policies and practices
Role model provided by sales manager
Personal values of salesperson
Ethical conduct of salespeople
3-6 Explain why the sales ma
6-13 Explain how Amy Vandaveer can use the three prescriptions for a product selling strategy
in preparing and presenting product solutions.
Amy Vandaveer can use three prescriptions for a product selling strategy in preparing
and presenting product solut
12-1 Distinguish among the three types of need-satisfaction presentation: informative,
persuasive, and reminder.
1. Informative strategy is aimed toward providing detail information about the product to
the customer. It is used for introducing a new produ
9-15 Imagine you were in the position of Dave Levitt, selling CRM services to different business
clients. What would be the most promising sources of prospects for you?
I think the most promising sources for prospects are referrals, center of influence fr