A) formula selling presentation
B) stimulus-response presentation
C) needs-satisfaction presentation
D) a straight rebuy sales-pitch
E) traditional hard selling
G) B) and E)
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A) close
B) approach
C) preapproach
D) presentation
E) follow-up
G) C) and D)
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A) The most preferred compensation plan among salespeople is the straight commission plan.
B) Ineffective practices often lead to costly salesforce turnovers.
C) Nonmonetary rewards are not very effective as salesforce motivators.
D) New recruits are often more productive than seasoned professionals.
E) The expense of training a new salesperson, including the cost of lost sales, is still lower than having to use a salary plus commission plan.
G) All of the above
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A) profit
B) geographic
C) customer
D) market
E) product life cycle
G) A) and B)
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A) an opportunity for professional growth
B) a personal need for achievement
C) constructive criticism not just praise
D) adequate time for bookkeeping and paperwork
E) a moderate degree of competitive spirit within a team
G) None of the above
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A) prospecting
B) preapproach
C) approach
D) presentation
E) close
G) All of the above
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A) Order getters often replenish a retailer's inventories.
B) Order getters handle orders obtained on inbound telemarketing.
C) Order getters typically process reorders for products already sold by the company.
D) Order getters are most often used in new-buy or modified rebuy situations.
E) Order getter sales calls traditionally require the lowest financial investment from the firm.
G) B) and C)
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A) Give a raise to every salesperson as a motivating tool.
B) Provide a base salary and a commission on sales generated.
C) Provide year-end bonuses to reward the salesforce personnel who perform the best.
D) Offer straight salaries and give raises if the sales go up.
E) Offer straight commission and if sales improve, raise the commission rates.
G) None of the above
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A) outside order taking
B) relationship selling
C) inside order taking
D) full-line selling
E) missionary sales
G) A) and D)
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A) a presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B) a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C) a presentation format that consist of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D) a selling format which assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E) a need-satisfaction selling format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
G) C) and D)
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A) "I think I might be able to explain that better to you after showing you this diagram."
B) "I think you have a point there; do you have any idea how we can improve that situation?"
C) "That's true.It does have a shorter shelf life, but that hasn't really been a problem.It is so popular it never gets to stay on the shelf that long anyway."
D) "Where did you hear that? Your source must have erroneous information."
E) "As I was saying,"
G) A) and C)
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A) territorial districting organization
B) geographical sales organization
C) multi-tiered sales organization
D) customer sales organization
E) product sales organization
G) B) and D)
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A) sales of specific products.
B) new clients contacted.
C) reports filed.
D) complaint received.
E) customer enquiries.
G) A) and C)
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A) close
B) approach
C) follow-up
D) preapproach
E) presentation
G) A) and E)
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A) summarizes relevant information about potential solutions.
B) explains why competitor's products are inferior.
C) requests a meeting with the company gatekeeper.
D) requests a meeting with the official buyer to determine the possibility of a sale.
E) gets a signed document or confirmation of the sale.
G) C) and D)
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A) it increases the number of salespersons in the salesforce since most product sales organizations are based around standard rebuys.
B) there is a larger cost for sales since this method is chosen for products that inherently have little or no product variation.
C) produces high administration costs and duplication of selling effort because two company salespeople may call on the same customer.
D) significantly maximizes travel time, expenses, and duplication of selling effort from one territory to another.
E) increases the requirement for more sales managers since the salesforce is paid strictly on commission which acts as a significant self-motivator.
G) A) and B)
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A) high opportunity rating, and the sales organization has a weak position.
B) low opportunity rating, and sales organization has a strong position.
C) high opportunity rating, and there is a likelihood that a strong sales position can be achieved.
D) low opportunity rating, and the sales organization has a low competitive position.
E) high opportunity rating, and the sales organization has strong position.
G) B) and C)
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A) dollar or unit sales volume, last year/current year sales ratio/ new accounts generated.
B) sales calls, selling expenses, and account management policies.
C) selling expenses, profits generated, and account management policies.
D) sales of specific products, sales calls, and account management policies.
E) recruitment of new sales representatives, performance recognition, and personal sales.
G) B) and E)
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A) salesperson performance in terms of company rank.
B) salesperson performance relative to the rest of the sales team.
C) salesperson performance relative to target goals.
D) salesperson performance expectations for the next two years.
E) salesperson compensation based upon years of experiences plus previous year's ranking.
G) B) and C)
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A) having a cross-functional team conference before each customer encounter.
B) preparing state of the art presentations about the newest Xerox technologies.
C) familiarizing themselves with the potential client and its document needs.
D) secretly visiting the client as a "mystery shopper" to uncover any potential problems about which the firm may be unaware.
E) role-playing different possible scenarios that might occur.
G) A) and E)
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