Final exam
Question 1 Which of the following business strategies would
involve selling on the basis of price?
Question 2 What is an objective a sales manager could expect
to achieve with a sales training program?
Question 3 What are the key components in marketing strategy
development?
Question 4 Which of the following competencies of successful
salespeople can build collaborative relationships with customers in which their
needs, suggestions, and concerns can be heard?
Question 5 Which of the following training topics would give
salespeople the knowledge to work with buyers who are considered straight
shooters?
Question 6 Which of the following types of salesforce
profitability analysis would a sales manager use to allocate costs to
individual units on the basis of how the units expend or cause these costs?
Question 7 What is an example of a style exhibited by a
transformational sales leader?
Question 8 Which of the following does a sales manager use
to instill cost consciousness and profit awareness throughout the organization?
Question 9 What is performance evaluation outcome bias?
Question 10 What is a basic principle of coaching
salespeople?
Question 11 Describe how you, as a sales manager, would
handle the following situation: One of the salespeople under you is trying to
get a customer to purchase a new product. He decides to take three individuals
from the customer’s firm to dinner and a basketball game, even though he knows
that he has exceeded his entertainment budget for the next month. He asks you
if he can just hide these entertainment expenses in different categories in his
expense report. How do you handle this situation?
Your response should consist of at least 200 words.
Question 12 Discuss how the development of personal selling
techniques can help a salesperson evolve into a business consultant.
Your response should consist of at least 200 words.
