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Exam 9: Personal Selling

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Question 41

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Common techniques for overcoming objections include acknowledging the objection, postponing, and denial.

A) True
B) False

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Question 42

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Channel sales representatives may be accurately described as order-takers.

A) True
B) False

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Question 43

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A product that is infrequently purchased benefits from the use of personal selling.

In which closing approach does the salesperson act as if the buyer has already decided to purchase?

A sales force's need for generalists or specialists is guided by two factors: market considerations and

According to your text, ________ serve(s) as the critical link between the firm and the customer.

A company that uses lead scoring numerically rates its best prospective customers to identify traits that make the customer more likely to purchase.

In B₂B contexts, the most common sales objections are described by the acronym BANT. What does the "A" in this acronym stand for?

Explain how artificial intelligence (AI)can be used in the sales process and how it specifically can assist in price optimization, upselling and cross-selling, and performance management.

Describe the nonmanagerial sales support roles of technical specialist and sales engineer.

Compare and contrast order-getters and order-takers. What types of sales roles fit into these categories?

The design of sales territories needs to match the workload and opportunity in each territory to the abilities of the corresponding salesperson or team.

The ________ close works by repeating what has already been agreed to in the course of the presentation, typically via earlier trial closes.

In order to obtain desired results, one sales training program should be used for everyone so that consistency is promoted among the sales staff.

On the whole, sales turnover for firms in both good and bad times runs between

If a company wants to utilize data analytics in order to identify those traits that make a prospective customer more likely to purchase, it would use an application known as ________ ________ to numerically rate its best prospective customers.

How are organizations using sales technology and analytics to boost sales productivity? Give an example of an analytics-based application.

The process by which companies get new customers, keep the customers they already have, and grow the business by increasing their share of customers' purchases is called

Adoption of the marketing concept at the level of the individual salesperson and the customer is the basis for ________-oriented selling.

Compare the following statements made by a salesperson and select the one that exemplifies handling objections by denial.