Question 1

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

Accepted Answer

Key term definition-sales engineer.

Question 2

Procter & Gamble uses groups of marketing,sales,advertising,computer systems,and supply chain personnel to work with its major retailers,such as Walmart,to identify ways to develop,promote,and deliver products.This type of sales approach is called

Accepted Answer

Team selling is the practice of using an entire team of professionals in selling to and servicing major customers.See Marketing Matters.

Question 3

The two basic forms of team selling are

Accepted Answer

Selling teams take different forms.In conference selling,a salesperson and other company resource people meet with buyers to discuss problems and opportunities.In seminar selling,a company team conducts an educational program for a customer's technical staff,describing state-of-the-art developments.

Question 4

FloNetwork,Inc. ,is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT)department to discuss recent technological developments with the product.In this situation,FloNetwork uses

Accepted Answer

Seminar selling is a type of team selling that involves conducting an educational program for a customer's technical staff in the buying organization.

Question 5

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

Key term definition-team selling.

Question 6

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.

Accepted Answer

Today,75 percent of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and,of course,create and sustain value for their customers.See Marketing Matters.

Question 7

Team selling would most likely be used by a company that sells

Accepted Answer

Team selling is used when specialized knowledge is needed to satisfy the different interests of individuals in a buying center,such as an automated milling machine purchased by a business.

Question 8

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

Accepted Answer

Missionary salespeople do not attempt to make sales directly to clients.Rather,these sales support personnel concentrate on performing promotional activities and introducing new products.

Question 9

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Accepted Answer

Key term definition-missionary salespeople.

Question 10

Many firms such as Xerox and IBM use a cross-functional sales practice known as

Accepted Answer

Cross-functional team selling as used by Xerox represents the practice of using an entire team of professionals in selling to and servicing major customers.See Marketing Matters.

Question 11

A sales engineer is a

Accepted Answer

Key term definition-sales engineer.

Question 12

Team selling refers to the practice of

Accepted Answer

Key term definition-team selling.

Question 13

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Accepted Answer

Key term definition-missionary salespeople.

Question 14

Seminar selling is a method of personal selling in which

Accepted Answer

Key term definition-seminar selling.

Question 15

In conference selling,

Accepted Answer

In conference selling,a salesperson and other company resource people meet with buyers to discuss problems and opportunities.

Question 16

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Accepted Answer

Team selling is the practice of using an entire team of professionals in selling to and servicing major customers.See Marketing Matters.

Question 17

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines.TransWave sends an environmental expert,a safety engineer,a legal representative to explain new regulations enacted by the U.S.Office of Pipeline Safety,and an experienced pipeline expert when it meets with a prospect.This is an example of how TransWave uses

Accepted Answer

Team selling is the practice of using an entire team of professionals in selling to and servicing major customers.

Question 18

The personal selling process begins with the ________ stage and ends with the ________ stage.

Accepted Answer

The personal selling process consists of six stages: prospecting,preapproach,approach,presentation,close,and follow-up.

Question 19

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Accepted Answer

Key term definition-conference selling.

Question 20

Pitney Bowes uses sales personnel,carrier management specialists,and engineering 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

Accepted Answer

Team selling is the practice of using an entire team of professionals in selling to and servicing major customers.See Marketing Matters.

Quiz 20: Personal Selling and Sales Management

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

Procter & Gamble uses groups of marketing,sales,advertising,computer systems,and supply chain personnel to work with its major retailers,such as Walmart,to identify ways to develop,promote,and deliver products.This type of sales approach is called

The two basic forms of team selling are

The practice of using a group of professionals in selling to and servicing major customers is referred to as

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.

Team selling would most likely be used by a company that sells

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Many firms such as Xerox and IBM use a cross-functional sales practice known as

A sales engineer is a

Team selling refers to the practice of

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Seminar selling is a method of personal selling in which

In conference selling,

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

The personal selling process begins with the stage and ends with the stage.

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Pitney Bowes uses sales personnel,carrier management specialists,and engineering 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