A) sales response compensation plan
B) combination compensation plan
C) sales plus compensation plan
D) modified commission compensation plan
E) market share compensation plan
G) A) and D)
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A) that assigns the same commission dollar value regardless of a product's value, number sold, or difficulty level of the sales effort.
B) in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C) that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D) in which the salesperson is paid a fixed amount per week, month, or year.
E) in which a salesperson's earnings are directly tied to the sales or profits he or she generates.
G) A) and B)
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A) $150
B) $250
C) $325
D) $400
E) $500
G) B) and D)
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A) adaptive selling and upselling
B) formula selling and adaptive selling
C) formula selling and suggestive selling
D) suggestive selling and formula selling
E) upselling and cross-selling
G) B) and E)
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A) the ability to manage one's emotions and impulses
B) social skills
C) transparency
D) self-motivation skills
E) empathy
G) A) and B)
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The need-satisfaction format of sales pr...View Answer
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A) salesforce automation.
B) sales factory automation.
C) sales flexible automation.
D) sales functional automation.
E) sales frequency automation.
G) A) and D)
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A) sales response management policies.
B) key account management policies.
C) account management policies.
D) customer management policies.
E) salesforce management policies.
G) B) and D)
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The stimulus-response presentation forma...View Answer
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A) canned sales
B) formula selling
C) persuasive selling
D) need-satisfaction
E) stimulus-response
G) All of the above
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A) salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services.
B) salesperson who processes routine orders or reorders for products that are presold by the company.
C) salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service.
D) person on the selling team who is responsible for supervising his or her company's R&D expenditures.
E) member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.
G) A) and B)
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A) file cabinets.
B) washing machines.
C) dining room tables.
D) four-wheel drive sports utility vehicle (SUVs) .
E) automated industrial milling machines.
G) A) and B)
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A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E) involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
G) A) and E)
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Personal selling serves three major role...View Answer
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A) using an entire group of professionals in selling to and servicing major customers.
B) sending an entire group of a firm's sales representatives into the field.
C) combining the expertise and resources of buyers and sellers to create customized solutions, commit to joint planning, and share customer, competitive, and company information for their mutual benefit, and ultimately the customer.
D) sending a group of sales representatives to concentrate on performing promotional activities and introducing new products.
E) assigning a group of sales representatives, each with his or her own unique product, to the same geographic sales territory to ensure that the company can meet the needs of these customers.
G) A) and B)
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A) The preapproach protocol is standardized in most areas of the world.
B) The preapproach stage is shorter and less intensive abroad than with domestic consumers.
C) Customs are very important in dictating appropriate protocol.
D) In most cases, the buyer rather than the seller initiates the contact between seller and buyer internationally.
E) Pricing or price ranges are presented to the customer in order to determine if the customer is a qualified lead in most countries.
G) A) and E)
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A) managers.
B) wait staff.
C) prospectors.
D) salesclerks.
E) missionary salespeople.
G) D) and E)
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A) team selling.
B) formula selling.
C) partnership selling.
D) missionary selling.
E) order taking.
G) A) and E)
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A) rationalizations
B) counteroffers
C) refusals
D) objections
E) qualifications
G) C) and E)
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A) relationship selling.
B) formula selling.
C) suggestive selling.
D) adaptive selling.
E) consultative selling.
G) A) and B)
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