MKT Sales Management Quiz 2

Partnering in a sales setting emphasizes ________

building strong and lasting customer relationships during every aspect of the sale and maintaining them after the sale

Establishing and maintaining partnering-type customer relationship strategies focus on several key groups and are a vital aspect of selling. Those key groups are ________.

the customer, the secondary decision makers, the company's support staff, and management personnel

In consultative sales, the impact of relationships is quite important. A consultative sale emphasizes ________

need identification, which is built on trust and respect

________ can influence your relationships and can reinforce or contradict the spoken word

Your nonverbal messages

Your voice is an important element in verbal communication. In order to be more effective, it is suggested that you _____

avoid a speech pattern that is dull and colorless

Salespeople today are most likely encouraged by employers to

build long-term partnerships with customers

Which of the following would be considered a secondary decision-maker?

the administrative assistant who works for the CEO of an established customer

Value-added selling is a series of creative improvements ________

in the sales process that enhance the customer experience

The first step in developing a relationship strategy is ________.

adopting a win-win philosophy

Proper use of the rules of etiquette can enhance the selling relationship. An example of proper etiquette in sales is _____.

recognizing the importance of punctuality

Research indicates that when two people communicate, nonverbal messages convey.

much more impact than verbal messages

Which of the following is true of eye contact during a sales call?

Eye contact is one of the best ways to say "I'm listening."

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers. One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy. Which of the following statements best identifies the benefits of listening?

Salespeople who are good listeners understand customer needs better to present a product configuration that solves customer problems.

Which of the following is considered an element of nonverbal communication?

posture

In a sales setting, partnering emphasizes ________.

building strong and lasting customer relationships during every aspect of the sale and maintaining them after the sale

The definition of value-added selling is ________.

a series of creative improvements in the sales process that enhance the customer experience.

AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms. The structure of AdVance's business model formulating custom fertilizers for customers relies on which of the following sales models.

partnering

Although developing relationships with customers frequently leads to repeat business, such partnering rarely triggers referrals

False

Which of these is NOT a nonverbal message?

a slide presentation

When your verbal message and body language are consistent, they tend to give others the impression that you can be trusted and that what you say reflects what you truly believe.

True