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An Influential Adversary Is A Competing Salesperson From Another Company
Which of the following is the best example of a benefit opening? A. “Mr. Jackson at FS Tools thought you would appreciate the multitasking flexibility of my company’s machine center.” B. “Good afternoon, Ms. King. My name is Harry Tillot, […]
BUSMKT 25470
David has done his job well, presenting the product, showing how it meets the needs of his customer, and handling all questions and objections. David should: A. decrease the price if the buyer seems to be uninterested. B. avoid follow-ups […]
BUSMKT 62307
It is important for sellers to plan objectives for a call that can be accomplished within the time allocated for that sales call. Functional rsums reverse the content and titles of conventional rsums. Answer: TRUE No exact formula has been […]
BUSMKT 73342
Spreading rumors about a colleague’s sexual conduct cannot be considered as sexual harassment. An important aspect of making adjustments is interpreting a prospect’s reactions to the sales presentation and making necessary changes. Answer: TRUE For salespeople who have switched jobs, […]
BUSMT 38274
Which of the following statements about telephoning to make sales appointments is true? A. The telephone is most often used to make an initial appointment. B. Booking an appointment by phone is advantageous because the prospect’s nonverbal reactions to the […]
BUSMT 79641
To develop long-term partnerships with buyers, sellers should try to get every concession possible out of their buyers. What is ethical can vary from country to country and from industry to industry. Answer: TRUE Common law grows out of court […]
BUSMT 88857
Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding. The expansion stage of the relationship development process involves efforts by both parties to investigate the benefits of a long-term relationship. Answer: TRUE […]
CE 19100
Field selling is typically more demanding than inside selling because field selling: A. involves working at the employer’s location where the salespeople are monitored very closely. B. involves very little interaction with customers, thus making it difficult to establish a […]
CE 48839
Lead prequalification helps salespeople use their time wisely. If a salesperson is placed in a situation where he or she must act unethically or lose the job, the best way out would be to rationalize an unethical action by placing […]
CE 76192
Salespeople coordinate the activities within their firms to solve customer problems. When a buyer-seller relationship has reached the exploration stage, there is a stated or implied pledge to continue the relationship. Answer: FALSE Net present value analysis allows a buyer […]
Marketing 39589
All of the following are reasons why a salesperson may suffer from call reluctance EXCEPT: A. a compulsive need to argue. B. the need to meet a prospecting quota. C. the concern about worst-case scenarios. D. the concern about prospecting […]
Marketing 45932
A florist agrees to purchase a new $640 refrigeration display cabinet for fresh-flower arrangements. After delivering the cabinet, the salesperson says to the florist, “Did I mention that there is a $100 delivery fee in addition to the price of […]
Marketing 72019
A buying center is an informal, cross-department group of people involved in a purchase decision. Negotiations differ from regular sales calls in that they involve lesser intensive planning and a smaller number of people from the selling firm. Answer: FALSE […]
Marketing 88722
Which of the following products would most likely be the hardest for a new salesperson to sell? A. Laptops for students B. Horse trailers C. Management consulting services D. Office supplies to existing customers E. Restaurant tablecloths Victor is calling […]
MET AD 21795
According to the social style matrix, people with an expressive social style focus on the future, directing their time and effort toward achieving their vision. One outcome of supplier relationship management (SRM) is the ability to consolidate purchases and negotiate […]
MET AD 61840
Performance and conversion goals are the basis for _____ goals. A. activity B. transformation C. consequence D. terminal E. collaborative The _____ Act requires written notification to customers regarding privacy policies. A. Robinson-Patman B. Gramm-Leach-Bliley C. Sarbanes-Oxley D. FOB notification […]
MET AD 88478
Generally, negotiators cannot anticipate buyers’ negotiating position. For field sales managers, the easiest method of evaluating performance is to determine the salesperson’s product knowledge. Answer: FALSE It is important to qualify the lead quickly in a cold call. Answer: TRUE […]
MGMT 19707
Compared to consumer purchase decisions, organizational purchase decisions: A. are more complex. B. involve fewer people. C. seldom require negotiations. D. require less coordination. E. take a shorter period of time. If an industrial salesperson makes her first call on […]
MGMT 70671
Salespeople can motivate champions to participate fully in the decision process by showing how a decision meets their needs as well as the overall needs of the company. As a salesperson using adaptive selling, it is important to give all […]
MK 81801
Troy is a telemarketer who works directly with Nadine, a sales rep who works on site. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of: A. a missionary salesperson. B. a product specialist. […]
MKT 45628
The most straightforward, effective method of obtaining commitment is the benefit summary method. Rajesh always purchases cell phones manufactured by Telekom Inc. Thus, for Telekom, Rajesh has a very low customer lifetime value. Answer: FALSE As far as possible, a […]
MKT 73744
Regardless of what product a salesperson sells, prospecting techniques are basically the same. Lauren can be described as assertive because she has strongly held convictions, and she is very vocal about her opinions. Answer: TRUE Part of being honest as […]
MKT 74536
Office scanning helps a salesperson assess whether a buyer is listening and understanding what is being said. Life-cycle costing is also known as quality-based costing. Answer: FALSE A salesperson responds to a buyer’s objection by saying, “I understand your concern. […]
MT 19436
Individuals classified as “expressives” in the social style matrix are low on assertiveness and low on responsiveness. Most sales situations are not covered by laws. Answer: TRUE ABC analysis is used most successfully by the salespeople of capital products than […]
MT 40594
Assertive salespeople attempt to create new needs in customers through persuasion. Customer satisfaction occurs when a buyer’s expectations are met and needs fulfilled. Answer: TRUE The first step in setting objectives for a sales call is to review what has […]
MT 50569
It is up to a single salesperson to change his or her company’s corporate culture to secure a partnership with an important client. Salespeople should not focus on the areas of superior product performance that are not important to the […]
MT 98734
Victor is calling on Meridian Cabinet Works. His goal is to close the deal for a customized profile sander valued at about $3,500. He would be willing to accept a purchase of one his firm’s ready-made sanders, which cost about […]
Sales Chapter 1 Homework Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook and the Instructor’s Manual, and videotaped segments
Section 01 – Sample Course Outlines SECTION 1 SAMPLE COURSE OUTLINES 1 Copyright © 2014 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education Section 01 – Sample Course Outlines Sample Course […]
Sales Chapter 1 Homework You can continue this discussion about why the information in this course is valuable for everyone, even students that do not plan to go into sales by posing the following question
Chapter 01 – Selling and Salespeople 1-1 SECTION 2 CHAPTER–BY-CHAPTER Chapter 01 – Selling and Salespeople 1-2 CHAPTER 1 SELLING AND SALESPEOPLE Outline of Chapter I. Why Learn About Personal Selling? A. Everyone Sells II. Creating Value: The Role of […]
Sales Chapter 10 Homework Briefly mention the reasons why buyers object. Note that personal risk (of making a bad decision) can often be a hidden objection
Chapter 10 – Responding to Objections CHAPTER 10 RESPONDING TO OBJECTIONS Outline of Chapter I. The goal is to build relationships and sell value II. When do buyers raise objections? A. Setting up an initial appointment B. The presentation C. […]
Sales Chapter 10 Homework Complete the following chart, listing the objections you are likely to raise as well as possible helpful responses.
Chapter 10 – Responding to Objections Talk about when this technique should NOT be used. Provide good, clear, specific examples (i.e. Do a small role play to demonstrate this). Make sure everyone in your group gets a chance to talk […]
Sales Chapter 11 Homework State that the goal is still to help the buyer solve real problems, not just to sell your merchandise
Chapter 11 – Obtaining Commitment CHAPTER 11 OBTAINING COMMITMENT Outline of Chapter I. Obtaining commitment today A. Part of the Process B. Importance of securing commitment II. Financial terms and conditions A. Discounts B. Credit terms C. Shipping costs D. […]
Sales Chapter 12 Homework Go to your library and search for books, pamphlets, articles and tapes that specifically discuss the topic of formal negotiations between buyers and sellers
Chapter 12 – Formal Negotiating EXERCISE 12-2 PUBLICATIONS ABOUT FORMAL NEGOTIATIONS Go to your library and search for books, pamphlets, articles and tapes that specifically discuss the topic of formal negotiations between buyers and sellers. Complete the following questions. 1. […]
Sales Chapter 12 Homework In order to get the students enthusiastic about covering the material, ask them to take four or five minutes and think of their
Chapter 12 – Formal Negotiating CHAPTER 12 FORMAL NEGOTIATING Outline of Chapter I. The nature of negotiation A. Negotiation versus non-negotiation selling B. What can be negotiated C. Are you a good negotiator II. Planning for the negotiation session A. […]
Sales Chapter 13 Homework Throughout this course, you’ve been asking students questions such as why they thought building partnerships was becoming more important in business
Chapter 13 – Building Partnering Relationships CHAPTER 13 BUILDING PARTNERING RELATIONSHIPS Outline of Chapter I. The Value of Customers II. Relationships and Selling A. Types of Relationships 1. Market Exchanges a. Solo Exchange b. Functional Relationships 2. Partnerships a. Relational […]
Sales Chapter 14 Homework There are at least two ways to teach this chapter. One way is to focus on customer satisfaction and customer retention
Chapter 14 – Building Long-Term Partnerships CHAPTER 14 BUILDING LONG-TERM PARTNERSHIPS Outline of Chapter I. Exploration A. Set the Right Expectations B. Monitor Order Processing C. Ensure Proper Initial Use of the Product or Service D. Follow Up E. Handle […]
Sales Chapter 15 Homework The discussion on goals can begin with asking students their goals. What is their goal for this class
Chapter 15 – Managing Your Time and Territory CHAPTER 15 MANAGING YOUR TIME AND TERRITORY I. The Value of Time II. The Self Management Process III. Setting Goals A. Need for Goals B. Nature of Goals C. Types of Sales […]
Sales Chapter 16 Homework Forecasting is a difficult topic for students to comprehend because they fail to see the importance of the link between the forecast
Chapter 16 – Managing within Your Company CHAPTER 16 MANAGING WITHIN YOUR COMPANY Outline of Chapter I. Building Internal Partnerships A. The Importance of Internal Partnerships B. The Role of Sales C. Selling Internally II. Company Areas Important to Salespeople […]
Sales Chapter 17 Homework We try to have one from consumer package goods, one who sells directly to consumers, an industrial
Chapter 17 – Managing Your Career CHAPTER 17 MANAGING YOUR CAREER Outline of Chapter I. Opportunities in Selling II. Making a Good Match A. Understanding Yourself 1. Understanding Your Needs 2. Understanding What You Have to Offer 3. When to […]
Sales Chapter 2 Homework Begin by asking your students to read through the opening profile regarding Teradata’s Jim Keller. Ask students about his motivation
Chapter 02 – Ethical and Legal Issues in Selling CHAPTER 2 ETHICAL AND LEGAL ISSUES IN SELLING Outline of Chapter I. Ethics and Personal Selling A. Ethics and Partnering Relationships B. Factors Influencing the Ethical Behavior of Salespeople 1. Personal, […]
Sales Chapter 3 Homework Ask students to read through the opening profile of Camille McConn from A Cell. What is her sales strategy? Why do customers buy from her
Chapter 03 – Buying Behavior and the Buying Process CHAPTER 3 BUYING BEHAVIOR AND THE BUYING PROCESS Outline of Chapter I. Types of Customers A. Producers B. OEM Purchasers C. End Users D. Resellers E. Government Agency F. Institutions G. […]
Sales Chapter 3 Homework Practical suggestions are offered for effectively and efficiently videotaping role plays. These include a discussion of methods to reduce
Section 03 – The Use and Evaluation of Role Plays SECTION 3 THE USE AND EVALUATION OF ROLE PLAYS 1 Copyright © 2014 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education […]
Sales Chapter 3 Homework The extent to which you use correctly spelled words, correct phrasing, and follow the required outline and directions exactly
Section 03 – The Use and Evaluation of Role Plays has the added benefit of defusing some of what can occur in Step 2 – a concentration on only mistakes by observers, offering little or no positive feedback. Frequently, a […]
Sales Chapter 4 Homework Begin the discussion of the communication process. Note that between the encoding and decoding of a message there is always some kind of noise
Chapter 04 – Using Communication Principles to Build Relationships CHAPTER 4 USING COMMUNICATION PRINCIPLES TO BUILD RELATIONSHIPS Outline of Chapter I. Building Relationships through Two-Way Communication A. The Communication Process B. Communication Breakdowns II. Sending Verbal Messages Effectively A. Choice […]
Sales Chapter 4 Homework Safeway has instituted a new program that requires vendors to pay for the space their products take up in the Safeway distribution centers
Section 04 – Buyer Role Play Scenarios SECTION 4 BUYER ROLE PLAY SCENARIOS For the Two Role Play Cases (Stubb’s Bar-B-Q ® andNetSuite) at the back of the text book. 1 Copyright © 2014 McGraw-Hill Education. All rights reserved. No […]
Sales Chapter 4 Homework This company manufactures custom metal components that other companies design into their own products
Section 04 – Buyer Role Play Scenarios NETSUITE Buyer Scenario James Contract Mfg. – Version A This company manufactures custom metal components that other companies design into their own products. Examples include the case used to make the milkshake machines […]
Sales Chapter 4 Homework To keep things moving along pretty much they way they are right now. You don’t see any need to make changes
Section 04 – Buyer Role Play Scenarios Stubb’s Bar-B-Q Buyer Scenario Situation 10 Phil’s BBQ Buyer B You are a driver. Needs: To keep things moving along pretty much they way they are right now. You don’t see any need […]
Sales Chapter 5 Homework Begin the discussion on adaptive selling by talking about how important it is. Remind students that personal selling is the most expensive form
Chapter 05 – Adaptive Selling for Relationship Building CHAPTER 5 ADAPTIVE SELLING FOR RELATIONSHIP BUILDING Outline of Chapter I. Types of Presentations A. Standard Memorized Presentation B. Outlined Presentation C. Customized Presentation II. Adaptive Selling and Sales Success III. Adaptive […]
Sales Chapter 5 Homework Welcome the sales rep and start off my saying that you remember someone at EADS from college but can’t remember their name
Section 05 – Additional Seller And Buyer Role Play Scenarios EADSM Aircraft Buyer D You are an Amiable (high responsiveness; low assertiveness) You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation that services […]
Sales Chapter 5 Homework You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation that services small airports
Section 05 – Additional Seller And Buyer Role Play Scenarios GROB Aerospace Buyer B You are an Expressive (high responsiveness; high assertiveness) You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation that services […]
Sales Chapter 5 Homework You are under pressure from your CEO (definitely a driver!) to secure the “best shipping method” (his words) to satisfy your customers
Section 05 – Additional Seller And Buyer Role Play Scenarios SECTION 5 ADDITIONAL SELLER AND BUYER ROLE PLAY SCENARIOS THE ROLE PLAYS IN THIS SECTION WERE PROVIDED BY RONALD N. BORRIECI FROM COB EMBRY–RIDDLE AERONAUTICAL UNIVERSITY. USED WITH EXPRESS PERMISSION […]
Sales Chapter 6 Homework Then ask students which methods would be best, assuming they are trying to prospect for a job right out of college
Chapter 06 – Prospecting CHAPTER 6 PROSPECTING Outline of Chapter I. The Importance of Prospecting II. Characteristics of a Good Prospect A. Does a want or need exist? B. Does the lead have the ability to pay? C. Does the […]
Sales Chapter 7 Homework Ask the students to go back to their objectives for the course and write out a meaningful minimum and optimistic objective for taking the course.
Chapter 07 – Planning the Sales Call CHAPTER 7 PLANNING THE SALES CALL Outline of Chapter I. Why plan the sales call II. Obtaining Precall information A. The prospect/customer as an individual B. The prospect’s/customer’s organization III. Sources of information […]
Sales Chapter 8 Homework Discuss several key points in making a good impression. Note that even before a rep says a word, the rep’s nonverbals speak
Chapter 08 – Making the Sales Call CHAPTER 8 MAKING THE SALES CALL Outline of Chapter I. Making a good impression A. Waiting for the prospect B. Very first impressions C. Selecting a seat D. Getting the customer’s attention E. […]
Sales Chapter 8 Homework Mr. Jones, Hank Joyner of Northern Manufacturing suggested that I contact you with regard to our components
Chapter 08 – Making the Sales Call C. Referral Opening 1. Mr. Jones, Hank Joyner of Northern Manufacturing mentioned that our components might dramatically reduce costs in your firm. Hank has been using our components for fifteen years and he’s […]
Sales Chapter 9 Homework Emphasize reasons why strengthening the presentation is important. Talk about the ways one would strengthen the presentation for buyers
Chapter 09 – Strengthening the Presentation CHAPTER 9 STRENGTHENING THE PRESENTATION Outline of Chapter I. Characteristics of a strong presentation A. Keeps the buyer’s attention B. Improves the buyer’s understanding C. Helps the buyer remember what was said D. Offers […]