Contemporary Selling: Building Relationships, Creating Value 5th Edition

1 The focus of much selling today is on securing, building, and maintaining short-term relationships with unprofitable customers. (A) True (B) False Answer: (B) False Answer: (B) False Answer: (B) False 2 Ethics, in sales, is simply complying with the appropriate laws. (A)

Chapter 01 - Introduction to Contemporary Selling Chapter 01 - Introduction to Contemporary Selling Chapter 01 - Introduction to Contemporary Selling 1-13 2016 Taylor & Francis 1-13 2016 Taylor & Francis 1-13 2016 Taylor & Francis Sales managers attach high importance to these success factors because these factors strongly support

Chapter 01 - Introduction to Contemporary Selling Chapter 01 - Introduction to Contemporary Selling Chapter 01 - Introduction to Contemporary Selling 1-1 2016 Taylor & Francis 1-1 2016 Taylor & Francis 1-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 1 Chapter 1 Outline: Introduction to Contemporary Selling Value-Added Information

1 To salespeople, time is money. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 MSA means Market Sales Area. (A) True (B) False Answer: (B) False Feedback: Metropolitan Statistical Area Answer: (B) False Feedback: Metropolitan

Chapter 10 Salesperson Self-Management Chapter 10 Salesperson Self-Management Chapter 10 Salesperson Self-Management 10-1 2016 Taylor & Francis 10-1 2016 Taylor & Francis 10-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 10 Chapter 10 Outline: Salesperson Self-Management Value-Added Information in Chapter Global Connection Sales Reports in a Consumer Food

1 Promotion is not the long-term goal of a salesperson. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 Salespeoples family members can have a significant effect on job perceptions. (A) True (B) False Answer: (A) True

Chapter 11 - Salesperson Performance: Behavior, Motivation, and Role Perceptions Chapter 11 - Salesperson Performance: Behavior, Motivation, and Role Perceptions Chapter 11 - Salesperson Performance: Behavior, Motivation, and Role Perceptions 11-1 2016 Taylor & Francis 11-1 2016 Taylor & Francis 11-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter

1 After establishing policy concerning who is responsible for recruitment and selection, the next step in the recruitment process is conducting a thorough job analysis. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 If a company has high

Chapter 12 Recruiting, Selecting, and Training Salespeople 12-1 2016 Taylor & Francis 12-1 2016 Taylor & Francis 12-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 12 Chapter 12 Outline: Recruiting, Selecting, and Training Salespeople Value-Added Information in Chapter 12 Global Connection Pros and Cons of Hiring

Chapter 12 Recruiting, Selecting, and Training Salespeople Chapter 12 Recruiting, Selecting, and Training Salespeople Chapter 12 Recruiting, Selecting, and Training Salespeople 12-12 2016 Taylor & Francis 12-12 2016 Taylor & Francis 12-12 2016 Taylor & Francis to see whether more new customers are being called on and by tracking

1 The way the reward structure is implemented in a sales organization is through the compensation plan. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 Evaluating the performance of a salesperson is all about the sales manager attributing

Chapter 13 - Compensating and Evaluating Salespeople Chapter 13 - Compensating and Evaluating Salespeople Chapter 13 - Compensating and Evaluating Salespeople 13-13 2016 Taylor & Francis 13-13 2016 Taylor & Francis 13-13 2016 Taylor & Francis in problems. He has broken every rule, bent every policy, deviated from guidelines, and

Chapter 13 - Compensating and Evaluating Salespeople Chapter 13 - Compensating and Evaluating Salespeople Chapter 13 - Compensating and Evaluating Salespeople 13-1 2016 Taylor & Francis 13-1 2016 Taylor & Francis 13-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 13 Chapter 13 Outline: Compensating and Evaluating Salespeople Value-Added Information

1 What are the challenges small businesses face in moving into global markets? Answer: 2 What are the three additional hiring factors that are relevant in the hiring process for global markets? (A) Qualifications for the job, laws of the country, and type of personnel (B) Evaluation, type of personnel,

Chapter 14 Global Perspectives on Contemporary Selling Chapter 14 Global Perspectives on Contemporary Selling Chapter 14 Global Perspectives on Contemporary Selling 14-1 2016 Taylor & Francis 14-1 2016 Taylor & Francis 14-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 14 Chapter 14 Outline: Global Perspectives on Contemporary Selling

1 Careers in sales have a negative image due to stereotypes of salespeople using a soft-sell technique. (A) True (B) False Answer: (B) False Answer: (B) False Answer: (B) False 2 In a study of success factors, the factor rated most important was:

Chapter 02 - Understanding Sellers and Buyers Chapter 02 - Understanding Sellers and Buyers Chapter 02 - Understanding Sellers and Buyers 2-1 2016 Taylor & Francis 2-1 2016 Taylor & Francis 2-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 2 Chapter 2 Outline: Understanding Sellers and Buyers Value-Added Information

1 When identifying value-added services, a company should look inward and rely on a thorough evaluation of internal processes. (A) True (B) False Answer: (B) False Answer: (B) False Answer: (B) False 2 One way to increase customer value is to lower benefits by

Chapter 03 - Value Creation in BuyerSeller Relationships Chapter 03 - Value Creation in BuyerSeller Relationships Chapter 03 - Value Creation in BuyerSeller Relationships 3-1 2016 Taylor & Francis 3-1 2016 Taylor & Francis 3-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 3 Chapter 3 Outline: Value Creation in

1 Ethics are the principles that guide you as you make decisions. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 It is perfectly legal to charge a lower price to a customer who buys more. (A) True

Chapter 04 - Ethical and Legal Issues in Contemporary Selling Chapter 04 - Ethical and Legal Issues in Contemporary Selling Chapter 04 - Ethical and Legal Issues in Contemporary Selling 4-1 2016 Taylor & Francis 4-1 2016 Taylor & Francis 4-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 4

1 Sometimes the use of old technology in sales is more effective than new technology. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 A firm must be market-oriented in order to be profitable. (A) True (B) False

Chapter 05 - CRM, Sales Technologies, and Sales Analytics 5-1 2016 Taylor & Francis 5-1 2016 Taylor & Francis 5-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 5 Chapter 5 Outline: CRM, Sales Technologies, and Sales Analytics Value-Added Information in Chapter 5 Global Connection Price or Power

1 Technology is always an excellent communication choice because it is so efficient. Time is money. (A) True (B) False Answer: (B) False Answer: (B) False Answer: (B) False 2 It is better to wait until after the sales presentation to determine whether the

Chapter 06 - Prospecting and Sales Call Planning Chapter 06 - Prospecting and Sales Call Planning Chapter 06 - Prospecting and Sales Call Planning 6-1 2016 Taylor & Francis 6-1 2016 Taylor & Francis 6-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 6 Chapter 6 Outline: Prospecting and Sales

1 Winning relationships with customers is a long process. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 A general rule is to ask as many data collection questions as possible. (A) True (B) False Answer: (B)

Chapter 07 - Communicating the Sales Message Chapter 07 - Communicating the Sales Message Chapter 07 - Communicating the Sales Message 7-1 2016 Taylor & Francis 7-1 2016 Taylor & Francis 7-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 7 Chapter 7 Outline: Communicating the Sales Message Value-Added Information

Chapter 07 - Communicating the Sales Message Chapter 07 - Communicating the Sales Message Chapter 07 - Communicating the Sales Message 7-14 2016 Taylor & Francis 7-14 2016 Taylor & Francis 7-14 2016 Taylor & Francis Greeting the Customer o Make sure your overall look is appropriate (clean, professional

1 Most customers will buy the product based on the sales presentation. (A) True (B) False Answer: (B) False Feedback: If customers readily accepted the presentation, the company could just mail them a brochure or send them to the companys Web site to view a PowerPoint presentation. It

Chapter 08 - Negotiating for Win-Win Solutions Chapter 08 - Negotiating for Win-Win Solutions Chapter 08 - Negotiating for Win-Win Solutions 8-1 2016 Taylor & Francis 8-1 2016 Taylor & Francis 8-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 8 Chapter 8 Outline: Negotiating for Win-Win Solutions Value-Added Information

1 In relationship selling, closing is a natural progression of the process. (A) True (B) False Answer: (A) True Answer: (A) True Answer: (A) True 2 Salespeople should always complete their sales presentation before attempting to close. (A) True (B) False Answer:

Chapter 09 - Closing the Sale and Follow-up Chapter 09 - Closing the Sale and Follow-up Chapter 09 - Closing the Sale and Follow-up 9-1 2016 Taylor & Francis 9-1 2016 Taylor & Francis 9-1 2016 Taylor & Francis Contemporary Selling, 5e Chapter 9 Chapter 9 Outline: Closing the Sale