Reference no: EM132452376

Question a: In an affirmative selling situation, the salesperson spends more time developing

A.the buyer's knowledge of the product

B.the buyer's trust and friendship

C. the buyer's desire to won the product

D. the buyer's authority to purchase the product

Question b: Monitoring is an important duty for sales executives because it allows them to determine if:

A) corporate management is giving support to the sales department

B) sales managers are focusing on performance more than on people

C) buyers are being billed on the correct day of the month

D) the correct sales methods have been chosen and are being followed

Question c: Reverse auctions are one method that uses the Internet to facilitate sales of products and services. Reverse auctions tend to provide the price advantage for:

A. the vendor.

B. the licensee.

C. the wholesaler.

D. the customer.

Question d: In a contact center, ideas such as targeted number of calls per hour, call length, customer satisfaction, and amount of sales made are all examples of:

A. forecasts.

B. metrics.

C. channels.

D. portals

Question e: The Great Man Theory of Leadership hypothesizes that:

A. only certain historic leaders had the true traits of leadership

B. great leaders patterned themselves after the leaders who came before them, so modern people who wish to be leaders should pattern themselves after great leaders of the past

C. by observing the great leaders we can compile a list of traits and work on teaching those traits to potential leaders

D. by identifying the traits of great leaders we can predict who will be a leader because they have those traits

Question f: after a buyer recognizes a problem or opportunity, what does the buyer do next in the normal purchase process

A. evaluates alternatives

B. evaluates purchase

C. searches for information

D. decides to purchase