SELLING

Sales through distributors

A producer assigns salespeople to sell to distributors

Identify the factors that are focused in the descriptions of sales jobs.

The level of a buyer-seller relationship The significance of a customer's purchase decision

In order to be successful, a salesperson must:

Be able to implement adaptive selling

A responsibility of a salesperson as a client relationship manager is to assist customers identify problems, offering information about potential solutions, and providing after-sale service to make sure that they have long term satisfaction. The phrase often used to describe this is:

Customer centric

Which of the following are part of sales jobs?

Demonstrating products to customers and writing orders Negotiating price and delivery terms with customers Prospecting for new customers and increasing sales to existing customers

A group of people and firms accountable for the flow of products and services from a producer to an ultimate user is known as a(n):

Distribution Channel

In the context of the location of salesperson-customer contact, match the types of selling (in the left column) with their descriptions (in the right column).

Field Selling: Deals more with problem solving with customers than the other type of selling Inside Selling: Deals more with reacting to customer initiated requests

Identify a characteristic of a typical salesperson.

He / she communicates to many people daily.

The phenomenon of human driven interaction between and within individuals or organizations in order to bring about economic exchange within a value creation context is known as:

Personal Selling

Identify the bases of the financial rewards of selling.

Salespeople must be sophisticated to sell Salespeople must have a certain level of skill

Direct Sales to a business customer

Salespeople working for a producer call directly on other producers

Identify the reasons salespeople who play the role of client relationship managers need to work with other company employees.

To ensure the proper installation of equipment To make sure that deliveries are made on time To ensure that operators are trained to use equipment To make sure that questions or complaints are resolved quickly

True or false: Effective salespeople should know the ways in which businesses makes purchase decisions and individuals evaluate product alternatives.

True

Selling is completely related to creating ___________, which is the total benefit that a seller's products and services provide to a buyer.

Value

Salespeople at HiSign Electronics Inc. store their delivery reports, customer care details, and call report information in their laptop computers. In this scenario, most of the stored information can be accessed from the company's:

customer relationship management (CRM) system

In the context of business-to-business distribution channels, salespeople who work for a firm and promote the firm's products to other firms are known as:

missionary salespeople

Selling buyer in the headquarters of a buying firm is referred to as headquarters selling. A feature of headquarters selling is that it:

needs a high level of creativity and skill

Organizations whose go-to market strategies rely heavily on salespeople are called:

sales force intensive organizations