BUSI 330 Quiz 8.docx questions answers and correct feedback response solution 2021

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BUSI 330 Quiz 8.docx questions answers and correct feedback response solution 2021 • Question 1 1.5 out of 1.5 points Pitney Bowes uses sales personnel, carrier management specialists, and en ... gineering and administrative executives who continually work together to find ways to improve the technology involved in shipping goods across town and around the world. This type of sales approach is called • Question 2 1.5 out of 1.5 points The Xerox sales force is divided into four ________ organizations. • Question 3 0 out of 1.5 points As shown in Figure 18-2 above, Box A is the ________ stage in the personal selling process. • Question 4 0 out of 1.5 points It is estimated that the average cost of a single field sales call on a business customer is about ________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses. • Question 5 1.5 out of 1.5 points Canam Canada specializes in the fabrication of steel joists, joist girders, and steel deck for use in commercial construction. Canam Canada offers value-added engineering support, architectural flexibility, and customized solutions and services. Canam Canada uses team selling that focus on important customers to build mutually beneficially, long-term relationships. Teams include sales, service, and technical personnel to work exclusively with assigned customers. Canam's sales force practices are an example of • Question 6 1.5 out of 1.5 points Today, ________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships, find better ways of doing things, and create and sustain value for their customers. • Question 7 1.5 out of 1.5 points 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 is referred to as a • Question 8 1.5 out of 1.5 points Which of the following is one of the five dimensions of emotional intelligence? • Question 9 1.5 out of 1.5 points Sales management refers to • Question 10 1.5 out of 1.5 points On a recent shopping excursion at a local Target store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, and several pairs of socks. The only salesperson Krause encountered was the person at the checkout counter. The checkout person at Target is would best be described as • Question 11 0 out of 1.5 points A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an • Question 12 1.5 out of 1.5 points Doug Ames sells Mercedes-Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, and the dependability and prestige associated with the Mercedes-Benz brand. What technique did Ames use to handle the prospect's objection? • Question 13 1.5 out of 1.5 points At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made • Question 14 1.5 out of 1.5 points Sales research and practice show that knowledge of the customer and sales situation are key ingredients for • Question 15 1.5 out of 1.5 points About 60 percent of U.S. companies now include ________ as a behavioral measure of salesperson performance. • Question 16 1.5 out of 1.5 points An order taker is a • Question 17 1.5 out of 1.5 points Recently, Gartner Research and 1To1 Media recognized Microsoft Dynamics Customer Relationship Management (CRM) and its xRM framework for delivering increased productivity and cost savings for customers worldwide. Microsoft experts work individually with customers to flesh out what issues they have and adapt their enterprise software to meet the unique needs of that customer. The Microsoft expert is most likely engaged in • Question 18 1.5 out of 1.5 points Salesperson Performance Tracking Marketing Dashboard at MooreChem Consider the marketing dashboard above, which includes metrics for salesperson performance tracking for MooreChem. As a MooreChem sales manager, you note that one of your salespeople has exceeded his sales target but is well below his profit goal. The best explanation for this performance is • Question 19 1.5 out of 1.5 points Which of the following is one of three types of personal selling? • Question 20 1.5 out of 1.5 points The Xerox sales force is divided into four geographic organizations: the United States/Canada, Europe, Global Accounts, and Developing Markets. Within each geographic area, the majority of Xerox products and services are typically sold through its • Question 21 0 out of 1.5 points As shown in Figure 18-2 above, E is the ________ stage in the personal selling process. • Question 22 1.5 out of 1.5 points It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call. • Question 23 0 out of 1.5 points Consider Figure 18-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. C represents which account management policy? • Question 24 0 out of 1.5 points Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders? • Question 25 1.5 out of 1.5 points MooreChem created a marketing dashboard for each of its sales representatives. These dashboards included seven measures—sales revenue, gross margin, selling expense, profit, average order size, new customers, and customer satisfaction. Each metric was gauged to show actual salesperson performance • Question 26 1.5 out of 1.5 points According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except which? • Question 27 0 out of 1.5 points An urgency close refers to • Question 28 1.5 out of 1.5 points Relationship selling refers to • Question 29 1.5 out of 1.5 points Inside order takers are also referred to as • Question 30 0 out of 1.5 points In personal selling, a ________ is an individual who wants a product, can afford to buy it, and is the decision maker. [Show More]

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