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CHAPTER 16 Questions and Answers 2024 $15.49   Add to cart

Exam (elaborations)

CHAPTER 16 Questions and Answers 2024

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  • Salesforce
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Exam of 3 pages for the course salesforce at salesforce (CHAPTER 16)

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  • November 5, 2024
  • 3
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
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julianah420
CHAPTER 16

Which of the following statements does not reflect the role of salespersons within a
company? - answer The concept of salesperson-owned loyalty describes the loyalty that
salespersons have toward the company.

What action(s) can a company take in order to bring marketing and sales functions
together? - answer Let brand managers tag along on sales calls

Which one of the following statements is not true regarding social selling? - answer
Social selling has changed the fundamentals of selling.

The aim of transaction-oriented marketing is to help salespeople __________. - answer
close a specific sale

The first step in the personal selling process is __________. - answer prospecting

Toro ran a preseason promotion on its snowblower models offering a rebate if the
snowfall in the buyer's market area turned out to be below average. This is an example
of __________. - answer consumer promotion

A sales contest is considered a part of __________. - answerbusiness promotions

________ refers to a sales force organization in which salespeople specialize in selling
only a portion of the company's products or lines. - answerProduct sales force structure

Which of the following describes sales force management? - answerInvolves analyzing,
planning, implementing, and controlling sales force activities

Which of the following describes a salesperson? - answerAn individual who represents
a company to customers by performing the activities of prospecting, communicating,
selling, servicing, information gathering, and relationship building

__________ is the sales step in which a salesperson tells the "value story" to the buyer,
showing how the company's offer solves the customer's problems. -
answerPresentation

__________ is creating a brand-marketing event or serving as a sole or participating
sponsor of events created by others. - answerEvent marketing

__________ is the sales step in which a salesperson learns as much as possible about
a prospective customer before making a sales call. - answerPreapproach

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