Question

_______ involves the two-way flow of information between a buyer and seller, often in a face-to-face encounter, designed to influence the purchase decision.

Advertising

Personal selling

Cooperative advertising

Publicity

Public relations

Unlike the other major presentation formats, in the _______ format the salesperson does not dominate the conversation but instead asks probing questions and listens to the prospective customers.

formula selling

need-satisfaction
suggestive selling
canned presentation
stimulus-response
The client, Don Kennedy, informed Alison that price was a primary concern for his firm. Therefore, during her sales call, Alison must:
obtain a purchase commitment.
make her first impression.
pre-approach the client.
handle this objection.
qualify the prospect.
Within its geographic regions, Xerox implements vertical sales teams that focus on a specific segment, such as law firms, governmental institutions, etc. This _______ sales organization enables its sales associates to better understand the customer’s business challenges and problems.
matrix
product
geographic
functional
customer
Xeroxuses a formal training program that includes classroom training and assigning a mentor to newer sales representatives. Salesforce training is part of the _______ function of sales management.
sales plan formulation
sales plan implementation
organizing
salesforce motivation and compensation
recruitment and selection

Answer 1

1. Personal Selling

2. Need-Satisfaction

3. Handle this objection

4. Customer

5. Sales Plan Implementation

Step-by-step explanation:

1. Personal Selling: uses personal communication and rapport-building to sell products or services.

2. Need-Satisfaction: by listening to the customer, a salesperson can identify the exact needs of the prospect, then the salesperson can customize their sales pitch to address those needs.

3. Handle this objection: the price objection may form Don Kennedy's decision not to purchase the good or service, so Alison needs to address this objection.

4. Customer: this organization is based on the type of customer the team are selling to, this allows teams to develop a thorough knowledge of the specific market they sell to.

5. Sales Plan Implementation: training and mentoring new salespeople are some of the ways to put a sales plan in place. New employees can gain valuable knowledge through this, reducing the time they need to start achieving sales goals.