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Clemson University - MKT 4200 > Test 3 Anwsers (New) > A Graded. $10.99   Add to cart

Exam (elaborations)

Clemson University - MKT 4200 > Test 3 Anwsers (New) > A Graded.

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  • Course
  • Mkt 4200
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  • Mkt 4200

Clemson University - MKT 4200 > Test 3 Anwsers (New) > A Graded.

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  • August 21, 2024
  • 3
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Mkt 4200
  • Mkt 4200
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______ is a comprehensive business for increasing revenues and profits by focusing on
customers. Refers to any application or initiative designed to help your company
customer relationship management (CRM) optimize interactions with customers, suppliers or prospects via one or more touch
points (call center, salesperson, store, etc) for the purpose of acquiring, retaining or
cross selling customers

performing non-selling activities According to the textbook, on average salespeople spend most of their time:

Stacy Morgan sells chemicals at Dow Chemical Company. When visiting each potential
customer, he asks many probing questions to help the customer carefully define their
consultative selling own problems and needs and then Stacy makes recommendations regarding which
chemical products will best meet those needs. Which of the following terms best
describes the manner in which Stacy interacts with customers?

To practice __________ a salesman should: research prospects and their needs and plan for
strategic selling
the sales call (appointment) prior to actually meeting the potential customer

GE manufactures many of the components used to build nuclear power plants. Some of
these products are extremely technical in nature and require a salesperson to explain
college of engineering and science
how the products efficiently contribute to the mechanics of electric power generation.
Thus, GE would probably focus on recruiting grads of ______ when visiting Clemson

Laura works for Seminole Textiles. In her job she calls on upholsterers, towel and sheet
manufacturers and other customers of the Seminole distributors to encourage then to
missionary salesperson
use more Seminole textiles (which they would order from a distributor, not Seminole)
Laura is a:

Manufacturing Representatives Inc (MRI) is an independent company that employees
sales reps to sell products form a number of producers. MRI's sales reps sell the
manufacturers agent products of those producers to wholesalers and retailers. MRI only receives
commissions from manufacturers for the products it actually sells. MRI is an example of
a:

rejection ______ is an inevitable part of making initial contact with potential customers

salespeople who spend most of their time selling their company's products via
inside salespeople
telephone and Internet are:

Which of the following products would most likely be the hardest for a new
management consulting services
salesperson to sell?

ability to work with little to no direct supervision, good communicator, knowledgeable
characteristics of a successful salesperson
about own products as well as competitors, ethical

In general, research has shown that innate characteristics such as personality traits,
unrelated
gender and height are largely ____ to actual sales performance

which overall business orientation underlies the least aggressive focus on "convincing
marketing orientation
buyers to buy products?

Bonnie's Donut Factory produces a variety of breakfast sweets like those sold at
convenience stores. Drivers from Bonnie's sell the snacks on established routes all over
the upstate. Bonnie's is family owned and has been in existence for over 80 years and
everyone who works at Bonnie's
has adopted "best practice" management techniques. Since the company uses most
modern and best business orientation, we should expect which employees to be
oriented toward providing customer satisfaction?

which selling orientation/philosophy suggests that salespeople, while interacting with
customers, should take on the role of problem solver and become responsible for 1)
consultative
identifying customer's needs and 2) demonstrating, suggesting and making
recommendations regarding how their products would satisfy those needs

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