Question 1

Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.

Accepted Answer

The answer of Relationship____________________represents the customer's desire to engage in...

Question 2

Externally mediated rewards are controlled and offered by____________________or____________________, such as financial incentives, pay, or recognition.

Accepted Answer

The answer of Externally mediated rewards are controlled and offered...

Question 3

Which are part of IBM's BANT?

Accepted Answer

BANT stands for Budget, Authority, Need, and Timeline, which are all part of IBM's sales qualification framework.

Question 4

What roles do account managers play in the selling organization? What are some of the characteristics and factors that separate high performing account managers from other account managers?

Accepted Answer

The answer of What roles do account managers play in...

Question 5

Key account management strategies are emphasized by top-tier business marketing firms like 3M, IBM, and Dow Chemical. Compare and contrast a key account with a regular account. Next, describe how the sales strategy for a key account differs from the traditional selling focus used for regular accounts.

Accepted Answer

The answer of Key account management strategies are emphasized by...

Question 6

IBM is reorganizing its marketing and sales operations into 14 worldwide industry groups such as banking, retail, and insurance. In moving away from an organization based on geography, IBM hopes to eliminate turf wars and make itself more responsive to customers. Explain the cost/benefit trade-offs of a market-centered sales organization. What is the nature of the turf wars that plague firms that are organized around products or geographical territories?

Accepted Answer

The answer of IBM is reorganizing its marketing and sales...

Question 7

In the three-phase approach for selecting key accounts, which is NOT an example of one of the three phases?

Accepted Answer

The three-phase approach for selecting key accounts typically involves assessing the strategic importance of the account, the potential for growth, and the alignment with the company's capabilities. Option C, which mentions the customer's sales increase, does not directly relate to these phases.

Question 8

While key accounts possess buying power, they are also very demanding customers that are often more costly to serve. If the business marketing firm can have close and important relationships with a rather small set of customers and if these relationships each require a large investment, key accounts must be chosen wisely. Describe the process, along with the specific criteria that the business marketing strategist should use, in selecting the right key accounts.

Accepted Answer

The answer of While key accounts possess buying power, they...

Question 9

Relationship____________________captures the ability of an interfirm relationship to achieve desired objectives.

Accepted Answer

The answer of Relationship____________________captures the ability of an interfirm relationship...

Question 10

Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.

Accepted Answer

The answer of Describe the factors that appear to influence...

Question 11

Relationship marketing activities influence three important drivers of relationship marketing effectiveness including relationship____________________,____________________, and____________________.

Accepted Answer

The answer of Relationship marketing activities influence three important drivers...

Question 12

Describe the sales resource opportunity grid and illustrate how a firm might use it in deploying the sales force. What specific information does a sales manager require in order to properly apply and use the sales resource opportunity grid?

Accepted Answer

The answer of Describe the sales resource opportunity grid and...

Question 13

Why is training so important to selling organizations? What are some of the keys to effective salesperson training programs?

Accepted Answer

The answer of Why is training so important to selling...

Question 14

The structure of the buying center in a traditional selling focus is indicated by the____________________and a few other individuals are involved in the buying decision.

Accepted Answer

The answer of The structure of the buying center in...

Question 15

Relationship____________________represents the number of interpersonal ties that a firm has with an exchange partner.

Accepted Answer

The answer of Relationship____________________represents the number of interpersonal ties that...

Question 16

Cassidy Computer Systems has witnessed a gradual decline in the performance of its sales force since a key sales manager left the company for another position. While well-educated and extremely knowledgeable about the computers that they sell, the sales force is not inspired by the management style of their new superior. Using the concepts of sales force motivation, job satisfaction, and role perceptions, describe why salesperson performance may have declined at Cassidy. Recommend a strategy that Cassidy could adopt to improve the effectiveness and productivity of their sales force.

Accepted Answer

The answer of Cassidy Computer Systems has witnessed a gradual...

Question 17

One characteristic of a key account is that the customer does not require or expect specialized services such as logistical support, inventory management, price discounts, and customized applications.

Accepted Answer

Key accounts typically require specialized services and personalized attention, including logistical support, inventory management, price discounts, and customized applications, due to their significant impact on a company's business.

Question 18

An outcome-based sales force control system involves less direct field supervision of salesperson activities and uses____________________measures to evaluate____________________and a compensation system with a large incentive component.

Accepted Answer

The answer of An outcome-based sales force control system involves...

Question 19

Periodic training is required to sharpen the skills of experienced salespersons, especially when the firm's environment is____________________.

Accepted Answer

The answer of Periodic training is required to sharpen the...

Question 20

Key account customers purchase in very large volume and the focus of exchange extends beyond a core product as the seller augments the offering through____________________ services and support.

Accepted Answer

The answer of Key account customers purchase in very large...

Quiz 14: Bus Marketing Comm Managing the Personal Selling