Question 1

Team selling refers to the practice of

Accepted Answer

Team selling involves using a group of professionals in selling and servicing major customers. These individuals work collaboratively to bring different perspectives and expertise to the sales process, providing customers with customized solutions that meet their specific needs. This approach can be particularly effective when dealing with complex products or services or when the customer requires a high level of support and service.

Question 2

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

Accepted Answer

The answer of Team selling would most likely be used...

Question 3

Figure 17-2

-As shown in Figure 17-2,Box A is the __________ stage in the personal selling process.

Accepted Answer

The answer of Figure 17-2

-As shown in Figure 17-2,Box...

Question 4

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

TransWave uses team selling by bringing together multiple experts with different skill sets to meet with prospects and address their concerns.

Question 5

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

According to various studies and surveys, around 75 percent of companies employ cross-functional teams to improve customer relationships and create value. This indicates that such teams have become a common practice among modern organizations. Therefore, option D is the best choice.

Question 6

Seminar selling is a method of personal selling in which

Accepted Answer

The answer of Seminar selling is a method of personal...

Question 7

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called

Accepted Answer

Team selling is a sales approach where a group of individuals with different specialties work together to sell a product or service. In the case of FedEx, their sales approach includes sales personnel, carrier management specialists, and engineering and administrative executives, who work together to improve the technology of shipping goods. This approach allows for a more comprehensive and effective sales process.

Question 8

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

A sales engineer specializes in understanding the technical aspects of a product or service and helps identify, analyze, and solve customer problems. They often work closely with the sales team and provide technical expertise in the selling situation, but their primary role is not to actually sell the product or service.

Question 9

The personal selling process is

Accepted Answer

The personal selling process involves the sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up. This process is used by a company's sales force to ensure a consistent quality sales presentation and to guide the salesperson through the steps needed to successfully close a sale.

Question 10

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

The answer of A method of selling in which a...

Question 11

In conference selling,

Accepted Answer

In conference selling, a salesperson and other company resource people meet with buyers to discuss problems and opportunities. This allows for a more in-depth discussion and exploration of solutions. It is not technology-based like option A, not focused on delivery details like option B, not an educational program like option D, and not a form of mass selling like option E.

Question 12

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

Accepted Answer

Team selling refers to the practice of using a group of professionals in selling to and servicing major customers. This approach allows for a more comprehensive and personalized approach to the customer, as the team can provide expertise from different areas within the company, such as sales, engineering, and customer service.

Question 13

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

Accepted Answer

Team selling is a cross-functional sales approach that involves a group of people from different areas of the organization working collaboratively to close a deal. This approach allows for a more well-rounded perspective and can increase the likelihood of success in complex sales situations.

Question 14

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

FloNetwork uses seminar selling, which involves conducting educational programs targeted to the technical staff in a prospective customer's IT department. The purpose of these seminars is to discuss recent technological developments with the product and to generate interest in the product among potential customers.

Question 15

Sales activities occurring before,during,and after the sale itself,and which consist of six stages,are referred to as

Accepted Answer

The personal selling process consists of six stages, including prospecting, preapproach, approach, presentation, close, and follow-up. These sales activities occur before, during, and after the sale itself and involve building relationships with customers to increase sales and customer loyalty. The other options refer to different processes in marketing and product development, but do not specifically address the personal selling process.

Question 16

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create 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

The sales approach described involves a team of individuals working together with different areas of expertise to create and sell a product, which is known as team selling.

Question 17

Procter & Gamble uses teams 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

This sales approach is called team selling, where members from different departments work together as a team to develop and promote products to retailers.

Question 18

The two basic forms of team selling are

Accepted Answer

The answer of The two basic forms of team selling...

Question 19

Figure 17-2

-As shown in Figure 17-2,B is the __________ stage in the personal selling process.

Accepted Answer

The answer of Figure 17-2

-As shown in Figure 17-2,B...

Question 20

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

Accepted Answer

The answer of The personal selling process begins with the...

Quiz 17: Personal Selling and Sales Management