professional selling because everyone is a salesperson by Shane C. Hunt Test bank
Relationship
Relational sales approaches emphasize the importance of trust to establishing and maintaining
long-term buyer-seller partnerships.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-1 Describe the
importance, challenges, and unique
advantages of personal selling.
Since it is much more costly to acquire new customers than to retain existing ones, many firms are
now emphasizing the importance of
closing deals more quickly.
customer lifetime value.
increasing the volume of sales transactions.
focusing on bigger deals.
By focusing on retaining existing customers, many firms have recognized that they can generate
excess revenue over the lifetime of the customer relationship.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
19.
Award: 10.00 points
20.
Award: 10.00 points
Which of the following is not a feature that characterizes a major difference between most B2B and
B2C sales?
the number of individuals involved in the decision
length of time required to complete
financial magnitude of the deal
steps in the sales process
B2B and B2C differ in many ways; however, the steps in the sales process itself are typically very
similar.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Personal selling is more effective than other promotion mix elements when the good or service is
low involvement.
widely adopted.
customizable.
frequently purchased.
low-priced.
Personal selling is more advantageous relative to other promotional tools under certain conditions,
such as when the product or service is highly customizable.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
21.
Award: 10.00 points
22.
Award: 10.00 points
________ is the practice of generating insights from sales data, trends, and metrics.
Sales analytics
CLV
Customer relationship management
Sales management
Sales engineering
The growth of sales analytics is based on the applying statistical tools to sales data to generate new
insights that generate new sales opportunities and faster sales cycles.
References
Multiple Choice Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Ella uses specialized software produced by a company called Saleforce to help her manage
relationships and interactions with her customers and potential customers. Salesforce is a type of
________ system.
CRM
AIDA
UPS
SPIN
ERP
Salesforce is a leader in CRM systems, which are used by companies to help manage relationships
with customers.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
23.
Award: 10.00 points
24.
Award: 10.00 points
According to data from the U.S. Bureau of Labor Statistics (BLS), sales remains the ________ largest
occupational category.
first
fourth
fifth
third
second
The U.S. BLS reports that sales is the second biggest occupational category, only behind
administrative workers.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
According to data from the U.S. Bureau of Labor Statistics (BLS), one out of every ________
Americans work in a sales capacity.
eight
three
fifteen
five
nine
The U.S. BLS reports one out of nine American workers are categorized in sales.
References
Multiple Choice Difficulty: 2 Medium Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
25.
Award: 10.00 points
26.
Award: 10.00 points
________ selling is the process of developing, nurturing, and leveraging relationships online to sell