Biology Forums - Study Force

Roger, a sales manager at Pacto Corp, has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal. In this scenario, Roger collaborates with the marketing team:
 A) because it is the task of marketing executives to develop sales proposals.
  B) to gather information about new offerings in the market.
  C) to facilitate immediate delivery of Pacto's products to customers.
  D) because it is the marketing team that deals with product performance.
  E) to ensure that the product quality meets external standards.

Question 2

Which of the following is true of customer value?
 A) Customer value is not beneficial to personal selling.
  B) Customer value is constituted by the same factors for all types of customers.
  C) Customer value is always determined by the customer and not the salesperson.
  D) Customers always give the highest importance to monetary costs when determining the value of a product.
  E) Customers prefer aggressive salespeople when determining the value of a product.

Question 3

Consumers often have a difficult time objectively evaluating services before purchase. This is due primarily to:
 A) intangibility.
  B) inseparability.
  C) perishability.
  D) standardization.
  E) heterogeneity.

Question 4

Salespeople teaming with individuals in the marketing department helps:
 A) in generating new market offerings.
  B) salespeople meet performance and delivery commitments.
  C) facilitate express delivery of goods to customers.
  D) in performing territory analysis of customers.
  E) in transferring customer feedback and complaints.

Question 5

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?
 A) In trust-based relationship selling the customer is the primary focus, whereas in transaction-focused traditional selling the salesperson is the primary focus.
  B) In trust-based relationship selling the nature of communication is one-way, whereas in transaction-focused traditional selling the nature of communication is two-way.
  C) In trust-based relationship selling the salesperson is isolated from the customer's decision-making process, whereas in transaction-focused traditional selling the salesperson is actively involved in the customer's decision-making process.
  D) In trust-based relationship selling the desired outcome is order volume, whereas in transaction-focused traditional selling the desired outcome is mutual benefits.
  E) In trust-based relationship selling the salesperson plays the role of making calls and closing sales, whereas in transaction-focused traditional selling the salesperson plays the role of a business consultant.

Question 6

The principles of moral conduct that guide behavior in the business world are called:
 A) business ethics.
  B) ethics.
  C) ethical vigilance.
  D) service ethics.
  E) organizational ethics.

Question 7

High-tech sales support offices are set up:
 A) to limit access to company networks.
  B) specifically to minimize the use of technology.
  C) to minimize salespeople's need to travel.
  D) for both resident and nonresident salespeople.
  E) specifically for salespeople employed in IBM.

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