Chapter 17

Question 1

is a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Answer 1

Relationship selling

Question 2

Which of the following statements is true of traditional selling?

Answer 2

Minimal effort is placed on asking questions to identify customer needs.

Question 3

Effective sales management begins with:

Answer 3

Determining sales

Question 4

When compared to other forms of promotion, personal

selling:

Answer 4

gives more freedom for the sales message to be customized according to the interests of the prospective customers.

Question 5

Personal selling is more important than advertising and sales promotion if the products being sold:

Answer 5

Are technically complex

Question 6

A sales presentation is a written document or professional presentation that outlines how a company’s product or service will meet or exceed the client’s needs.

Answer 6

False

Question 7

A sales presentation should be explicitly tied to the expressed needs of a prospective customer.

Answer 7

True

Question 8

A good salesperson considers objections a hindrance to the purchase decision.

Answer 8

False

Question 9

Ego strength is one of the traits that sales managers look for while recruiting salespeople.

Answer 9

True