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Home Search Your Textbook Selling Today: Creating Customer Value

Questions for: Selling Today: Creating Customer Value — 13e

Flashcards Search in Textbook

Plant tours do not represent a good source of product information (True or false?)

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The combination of high dominance and low sociability defines a style known as:

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Which of the following would answer the phone for Victoria when she is having a conference with a ...

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The Whirlpool company most likely created a house filled with company products so that salespeople ...

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The quadrant model of communication styles assumes that most people:

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Salespeople who have the ability to imagine themselves in someone else's position and understand ...

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Most nonverbal closing clues are easy to detect and interpret (True or false?)

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What suggestions would you give to a salesperson that does not successfully close a sale?

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A form that serves as a communications link with persons who can assist with customer service is ...

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Research in the field of communications most likely reveals that:

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Laptop computers and PDAs enable salespeople to organize information, track expenses, and maintain ...

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Today's better educated and more demanding customers are seeking a(n) ________ of satisfactions.

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When Kelly sees value in a product but does not want to pay the suggested price, she often offers to ...

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Although Po lacks the stress of meeting a sales quota, she experiences stress related to scheduling. ...

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Patronage buying motives are particularly important when product offerings from several companies ...

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List the four sources of sales training.

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Which term refers to a salesperson's brief, cold call opener that summarizes the salesperson's ...

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What critical error did the sales manager most likely make in the all-out blitz month?

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Product disparagement constitutes a type of business defamation (True or false?)

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Because Kelly is a tough negotiator, salespeople must be aware of how much flexibility they have in ...

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