Discuss the role of boundary-spanning personnel. ...

Discuss the role of boundary-spanning personnel.

Question 2

In most marketing channels for consumer products, the balance of power has shifted to __________ due to their size and buying power.
 A) consumers
  B) mass merchandise retailers
  C) wholesalers
  D) brokers and distributors
  E) manufacturers

Question 3

Which of the following is a characteristic of written sales proposals?
 A) They do not vary from buyer to buyer and should be tested for effectiveness.
  B) They are frequently used in competitive bidding situations.
  C) They allow flexibility to adapt to buyer feedback.
  D) They are often preferred by inexperienced salespeople.
  E) They include memorized and automated presentations.

Question 4

In the three-phase approach for selecting key accounts, which is NOT an example of one of the three phases?
 A) For example, if the product is critical to a customer's operations, support services are more valuable.)
  B) For example, the goal here is to invest in support capabilities that are valued by multiple accounts.)
  C) For example, the customer's sales have increased 300 in the past five years.
  D) For example, some customers purchase higher-margin products than others or provide a better match to the firm's manufacturing capabilities.

Question 5

All of the following are roles of middle management except:
 A) enable the front-line providers to focus on customers and not be distracted.
  B) manage the crises.
  C) move the roadblocks to good service out of the way.
  D) relieve pressure by doing some of the front-line work.
  E) invest in technology and ensure foundations are in place that allow the front-line teams to do their work.

Question 6

Which of the following statements best describes the term slotting allowances?
 A) The amount of shelf space that a retailer grants to a specific brand or product.
  B) The amount of product from a specific manufacturer that a wholesaler agrees to carry.
  C) A fee, paid by manufacturers to retailers, to get a product placed on retail shelves.
  D) A fee, paid by retailers to wholesalers, to get them to carry the retailer's private label brand.
  E) The amount of product from a specific manufacturer that a retailer agrees to carry.

Question 7

Sally is a relatively experienced salesperson. Her customers want information on all the features, benefits, legal information, and pricing data about the product Sally is selling. She should probably develop a(n) -_____.
 A) directed sales presentation
  B) written sales proposal
  C) organized sales proposal
  D) canned sales presentation
  E) customized sales presentation

Question 8

One characteristic of a key account is that the customer does not require or expect specialized services such as logistical support, inventory management, price discounts, and customized applications.
 
 Indicate whether the statement is true or false

Question 9

Which of the following is NOT a broad category in the service HR wheel?
 A) concept strategy
  B) control, reward, and evaluation strategy
  C) retention strategy
  D) recruitment strategy
  E) training/development strategy