Part 4

Question 1

Team sales approach

Answer 1

A selling methodology that focuses on profit improvement through the utilization of all the necessary applications of the firm’s resources [sales, marketing, engineering, etc.] in a coordinated manner.

Question 2

Territorial sales structure

Answer 2

A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line of products and services.

Question 3

The Prospect Funnel

Answer 3

A description of the characteristics and number of prospects and buyers at various stages of the sales cycle.

Question 4

The Sales Cycle

Answer 4

A seven step process that describes key selling events from an initial prospect to a satisfied customer

Question 5

Time management

Answer 5

The ability to organize, prioritize, and accomplish activities in an efficient manner.

Question 6

Traditional sales approach

Answer 6

A product-oriented selling methodology that focuses only on profit improvement through increasing sales volume.

Question 7

Voice of the Company

Answer 7

The role a salesperson fills when providing valid information back to the customer.

Question 8

Voice of the Customer

Answer 8

The role a salesperson fills when providing valid information back to management for consideration.

Question 9

High-pressure selling

Answer 9

Any sales method that puts undue pressure on the prospect to buy now.

Question 10

Planned obsolescence

Answer 10

The act of causing a product to become out-of-date before it actually should need replacement.