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第1題Therearetwobasictypesofmarkets:AOrganizationalandconsumer
BConsumerandtradeCBusinessandindustrialDConsumerandretail
第2題Whichofthefollowingsalesjobcategoriesisthemostcomplexanddifficultthantheothers?AMedicalwholesaleordergetterMedicalretailersalespeopleBInsideordertakerinthecarserviceCPizzeriadeliverysalespeopleDMedicalretailersalespeople第3題Whichofthefollowingcategoriesofsalesistheleastdifficultanddifficultthanothersintermsofcommunicationwiththeconsumer?AMedicalretailersalespeople
BInsideordertakerinthecarservice
CMedicalwholesaleordergetterDPizzeriadeliverysalespeople第4題WhoisthisintheSales’Funnel:adecisionmakertowhomyousendaproposalandinvoiceforpayment?AProspectBQualifiedprospectCDevelopedprospectDClosedProspect第5題Whatdoesnotbelongtothecategoryof"promotion"inthemarketingmix?AWord-of-mouthBDeliveryCEventsandexperiencesDAdvertising第6題WhatdoesnotbelongtothemarketingmixbyE.JeromeMcCarthy?APriceBPeopleCPromotionDDistribution第7題Inwhatsituationdowehavecommunication,andnotjustpromotion?ABillboardonthestreetBSearchadvertisement(contextualadvertising)isclickedbytheconsumerCMagazineadvertisementsDAdvertisingposterinthestore第8題Thephrase“Salesmanarebornnotmade”belongtothestageofSalesManagement:ADeterminingsalesforceobjectivesandgoalsBSalesforceorganisation,salesforcesize,territorydesignandplanningCSalesforceselection,recruitmentandtrainingDMotivatingthesalesforce第9題Whatisthissalesperson:“Asalespersonnotpermittedtotakeanorderbutexpectedrathertobuildgoodwilloreducatetheactualorpotentialuser”?AOrdertakerBMissionaryCDemandcreatorDSolutionvendor第10題Whatstageofthesalesprocessisearlierthanitshouldbe?1.PREAPPROACH2.PROSPECTINGANDQUALIFYING3.PRESENTATIONANDDEMONSTRATION4.OVERCOMINGOBJECTIONSAPREAPPROACHBPROSPECTINGANDQUALIFYINGCPRESENTATIONANDDEMONSTRATIONDOVERCOMINGOBJECTIONS第1題Yourorganizationsellsspecialmicrocircuits.Microcircuitsareutilizedindevices;thedevicesarenotdevelopedcompletely.Buyershavedifferentwaystocompletedevice.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第2題Thailand.Youaresalespersonintheshopofmattressesandpillowsfromlatex.Groupoftouristscomesintotheshop.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第3題Readtheexample“SegaHolidays–Meetingtheneedsofemptynesters”intheLecture“Marketingstrategyandsalesstrategy”.ChoosesuitablestrategyforsalespeopleofSEGAHOLIDAYS/Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/ConsultativeDSolution/NeedsatisfactionESolution/NeedsatisfactionorProblemsolvingFSolution/Problemsolving第4題YouworkinanITcompanyandsellservicesoftheCRMsystemsintegrationtoyourcustomers.Whataretherelationshipandsellingstrategiesinthisexample?ATransaction/MentalStatesorStimulusResponseBPartnership/Consultative
CCollaborative/ConsultativeDSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第5題Thecustomerinacomputerstoreaskthesalespersonforadviceonnotebook.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/ConsultativeBTransaction/MentalStatesorStimulusResponseCPartnership/ConsultativeDSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
正確答案：E第6題Youareapropertyinsurancebroker(cars,apartments,houses).Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第7題Yousellcarsatthemonobrandcardealership.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第8題Youareacustomservicemanagerinanadvertisingagency,whichisengagedinthepreparationandplacementofcontextualadvertising.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/ConsultativeBTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第9題Youaretheownerofasmallplumbingstore.Yousellsinks,taps,showers,toilets,bathtubs,cabinetsforbathrooms,etc.Youhavealimitedassortmentinyourwarehouseandonthetradingfloor,butalsoyoucanfindtheproductsaccordingtothecustomer’sorderandarrangetheirdeliverytohishomeorstore.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第10題Youarethesalespersoninanindustrialcompanythatengineersmachinerytoorder.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第11題Youworkasasalespersoninafitnesscenter,yourresponsibilitiesaretosellmembershiptoanewprospectsbymakingvastamountofcalls.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/MentalstatesBPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第12題Youworkasasalespersoninprivatemedicalhealthcarecenter.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第13題Youaresellingrolledsteelfromyourassortmenttonumerousindustrialcompaniesforproductionpurposeswhichcontactyouviadifferentsaleschannels.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第14題Youaresellingrolledsteelfromyourassortmenttonumerousindustrialcompaniesforproductionpurposeswhichcontactyouviadifferentsaleschannels.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第15題Youworkasapartnerinindustrialconsultingcompanyadvisingonhowtomanagetheproductionforbigbusinesses.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/NeedsatisfactionDCollaborative/Consultative
TrainingtestforLecture2第1題YourStrategicmarketingobjectiveis"Build".WhatisyourSalesstrategy?ACalloverviewaccounts(prospecting).BCallonnewoutletswhentheyappear.CCallonlyonprofitableaccountsDQuantitydiscountstotargetaccounts第2題YourStrategicmarketingobjectiveis"Harvest".WhatisyourSalesobjective?AProvidehighservicelevelsBMaintainservicelevelsCReduceservicecostsandinventoriesDClearinventoriesquickly第3題Whatdoes“InsuranceforEmptynesters”meanintheAnsoffmatrixforSagaHolidays?AMarketpenetrationBMarketdevelopmentCProductdevelopmentDDiversification第4題Whatdoes“Theexpectedlevelofindustrysalestakingintoaccountaspecificindustrystrategyinagivengeographicalregionforacertainperiod”mean?AMarketpotentialBMarketforecastCSalespotentialDSalesforecast第5題Whichforecastingmethodismostpopularforshort-termperiods(1-6months)accordingtothedatapresentedinthepresentation?AMovingaverageBJuryofexecutiveopinionCSalesforcecompositeDRegression第6題Whichforecastingmethodisthemosteconomical?APanelsofexecutiveopinionBDelphimethodCSalesforcecompositeDProducttestingandtestmarketing第7題Whattypeofrelationshipstrategywithcustomercorrespondstostimulusresponsesellingmethod?ATransactionBSolutionsCPartnershipDCollaboration第8題Whatarethesteps(oronestep)oftheconsumerresponsemodel"Innovation-AdoptionModel"refertotheaffectivestage:Awareness,Interest,Evaluation,Trial,Adoption?AAwarenessBInterest,EvaluationCAdoptionDTrial,Adoption第9題Whatisthekeydifferencebetweenthe"NeedSatisfactionSelling"methodandthe"Problem-SolvingSelling"method?AThe"NeedSatisfaction"methodreferstothe"Solutions"relationshipstrategy,andthe"Problemsolving"methodtothe"Partnership"relationshipstrategy.B"Problem-SolvingSelling"methodpresentsmultiplesolutionsnotlimitedtoseller’sproducts.C"NeedSatisfactionSelling"methodpresentsmultiplesolutionsnotlimitedtoseller’sproducts.DThemethodof"NeedSatisfactionSelling"isnotaimedatsolvingconsumerproblems.第10題Onwhatroledoesthemutualunderstandingbetweenthesellerandthebuyerdependontheconsultativeselling?ABusinessCouchBBusinessConsultantCLong-TermAllyDStrategicOrchestratorTrainingtestforLecture3第1題Makethecalculationsalesforcesizebyworkloadapproach.Youhavedata:customergroupA-300firms,10callsperyear;customergroupB-400firms,8callsperyear;customergroupC-500firms,5callsperyear;averagenumberofcallsperweekpersalesperson-8.Otherdataarethesameasinpresentation.A21B25C26D29第2題UseMicrosoftIncomeStatementfrompresentationandmakethecalculationoftheOperatingIncome.Youhavedata:CostofGoodsRevenue=3,500,000,000andSelling,General,andAdministrativeExpenses=6,125,000,000.OtherdataarethesameasinpresentationA10,151,000,000B12,234,000,000C11,265,000,000D9,225,000,000第3題UseExampleTIMexamplefrompresentation(slide14)andmakethecalculationofthesalesforcesize.Youhavedata:ConstantSalesforceSalarypermonth=50000rub.,Pricefordredge1850000rub.,conversionrate=7%.Otherdataarethesameasinthepresentation.Theoperatingincomefromtheexampleisconsideredastheminimumpermissiblevalue.Thenumberofsalespeoplemustbeaninteger.A1B2C3D4第4題Inwhichbudgetdoesthesalespeople’ssalaryinclude?ASellingexpensebudgetBAdvertisingbudgetCAdministrativebudgetofsalesofficeDProductionbudget第5題Inwhichbudgetdoesthediscounttothebuyerforthevolumeofpurchasesinclude?ASellingexpensebudgetBAdvertisingbudgetCAdministrativebudgetofsalesofficeDProductionbudget第6題Whatdoesapplywhensalesforcedeployment?AMarketpotentialBNumberofcallsCNumberofcustomersintheterritoryDThetendencyofsellerstoworkwithacertaintypeofbuyers.第7題Whatisthedifferencebetweenthetypesofsalespeople"hunter"and"farmer"?AFarmersdonotlikeworkingwithnewcustomers.BFarmersbetterpreparethedocuments.CHuntersdonotlikeworkingwithnewcustomers.DHuntersbetterpreparethedocuments.第8題Irregularpaymentonthebasisofsales.Whatisthetypeofcompensation?ASalaryBBonusCCommissionDNoneoftheabove.第9題Whattypeofquotacanbe?AOperatingincome.BQuantityoftheexposedinvoices.CAverageinvoiceamount.DAlloftheabove.第10題Whendoweneedprogressivecommissions?ANewproductsareintroducedtothemarket.BSalesgowell.COurproductsareindemandinthemarket.DBuyersthemselvesturntosellersformakingdeals.TestforLecture3第1題Makethecalculationsalesforcesizebyworkloadapproach.Youhavedata:customergroupA-100firms,12callsperyear;customergroupB-300firms,8callsperyear;customergroupC-600firms,5callsperyear;averagenumberofcallsperweekpersalesperson-6.Otherdataarethesameasinpresentation.A21B25C26D29第2題UseMicrosoftIncomeStatementfrompresentationandmakethecalculationoftheOperatingIncome.Youhavedata:CostofGoodsRevenue=4,352,000,000andSelling,General,andAdministrativeExpenses=7,340,000,000.OtherdataarethesameasinpresentationA10,151,000,000B12,234,000,000C11,265,000,000D9,225,000,000第3題UseExampleTIMexamplefrompresentation(slide14)andmakethecalculationofthesalesforcesize.Youhavedata:ConstantSalesforceSalarypermonth=90000rub.,Pricefordredge1720000rub.,conversionrate=10%.Otherdataarethesameasinthepresentation.Theoperatingincomefromtheexampleisconsideredastheminimumpermissiblevalue.Thenumberofsalespeoplemustbeaninteger.A1B2C3D4第4題Inwhichbudgetdoesthediscounttothebuyerinsellinginclude?ASellingexpensebudgetBAdvertisingbudgetCAdministrativebudgetofsalesofficeDProductionbudget第5題Inwhichbudgetdoesthecouponbuyerdiscountinclude?ASellingexpensebudgetBAdvertisingbudgetCAdministrativebudgetofsalesofficeDProductionbudget第6題Whatdoesnotapplywheninitialdesigningterritories?AMarketpotentialBNumberofcallsCNumberofcustomersintheterritoryDThetendencyofsellerstoworkwithacertaintypeofbuyers.第7題Whatisthedifferencebetweenthetypesofsellers"hunter"and"farmer"?AHuntersdonotlikeroutineworkwithexistingcustomers.BFarmersdonotlikeroutineworkwithexistingcustomers.CFarmerslovetolookfornewcustomers.DHuntersdonotliketolookfornewcustomers.第8題Regularmonthlypaymentonthebasisofsales.Whatisthetypeofcompensation?ASalaryBBonusCCommissionDNoneoftheabove.第9題Whattypeofquotacanbe?ASalesvolume.BQuantityofpersonalcalls.CQuantityoftelephonecalls.DAlloftheabove.第10題Whendoweneedregressivecommissions?ATointensifythesellerseffortsinanewmarketBNewproductsareintroducedtothemarketCSalesaresluggishDBuyersthemselvesturntosellersformakingdeals.TrainingtestforLecture4第1題Ifsalesmanagementwantstofocusonspecificskillswithineachsellingcontact,thena_______________salesforceshouldbeused.ASpecializedBGeneralizedCDecentralizedDCentralized第2題Fewofclients,fewofsalesactivitiesThistypeofsalesmanagementorganizationalstructureisbestsuitedforthissellingsituation:AGeneralization/DecentralizationBCentralization/GeneralizationCSpecialization/CentralizationDDecentralization/Specialization第3題CustomerNeedsSimilarandComplexRangeofProducts.Thissituationleadstothefollowingorganizationalstructurespecialization:AMarket-DrivenSpecializationBGeography-DrivenSpecializationCProduct-DrivenSpecializationDProduct/Market-DrivenSpecialization第4題Efficiencyinperformingsellingactivities.Whatorganizationalstructureforsalesmanagementhasthisadvantage?AGeographicBProductCMarketDFunctional第5題Whatexistingandpotentialclientcannotbecomekeyaccountforthecompany?AAccountofcompetitor.BPartnerininnovation.CLowlyprestigiousaccount.DAllofthemcanbekeyaccounts.第6題Whatisthekeyaccountmanagementfeaturewrong?AOverallobjective:PreferredsuppliersstatusBSalesskills:Buildingtrust,providingexcellentservice,negotiationCNatureofrelationship:Long,moreintenseinteractionDSalespersongoal:Closedsale第7題Whatisthe"Pre–KAM"stageinKAM?AProspectingBIdentifyingthemotives,cultureandconcernsofthecustomerCTodeepenrelationshipsacrossthetwoorganisationsDTojointproblem-solving,collaborativeproductdevelopmentandmutualtrainingoftheotherfirm’sstaff第8題Whatparameterisalwayspresentinmatrixorganizationalstructures?AKeyaccount.BMarket.CCustomer.DNorightanswer第9題Whichstatementisrightformarketandgeographicalsalesmanagementorganizationalstructures?AInthemarketstructure,allcustomersarethesame.BInthegeographicalstructure,allcustomersarethesame.CInthemarketstructure,customersmaybedifferent.DNorightanswer第10題Isitpossibletocombinedifferentorganizationalsalesmanagementstructures?AYes,onlyinmatrixstructureswithtwoparameters.BYes,inanycombination.CYes,butnotmorethanthreeparameters.DNot.TestforLecture4第1題____________________ismostappropriatewhenenvironmentaluncertaintyislow,salesorganizationactivitiesareroutineandrepetitive,andtheperformanceemphasisisonefficiency.ADecentralizationBCentralizationCSpecializationDGeneralization第2題Fewofclients,alotofsalesactivities.Thistypeofsalesmanagementorganizationalstructureisbestsuitedforthissellingsituation:AGeneralization/DecentralizationBCentralization/GeneralizationCSpecialization/CentralizationDDecentralization/Specialization第3題CustomerNeedsDifferentandComplexRangeofProducts.Thissituationleadstothefollowingorganizationalstructurespecialization:AMarket-DrivenSpecializationBGeography-DrivenSpecializationCProduct-DrivenSpecializationDProduct/Market-DrivenSpecialization第4題Coordinationofstaffactivitiesismostimportantinthisorganizationalstructure.Whatorganizationalstructureforsalesmanagementhasthisdisadvantage?AGeographicBProductCMarketDFunctional第5題Whatexistingandpotentialclientcannotbecomekeyaccountforthecompany?AAccountinsmallormedium-sizedmarkets.BAccountwithcomplexbuyingbehavior.CEarlyadopterofnewproducts.DAllofthemcanbekeyaccounts.第6題Whatisthekeyaccountmanagementfeaturewrong?ASalesskills:Buildingtrust,providingexcellentservice,negotiationBNatureofrelationship:Long,moreintenseinteractionCSalespersongoal:RelationshipmanagementDNatureofsalesforce:Oneortwosalespeoplepercustomer第7題Whatisthe"Synergistic-KAM"stageinKAM?AIdentifyingthemotives,cultureandconcernsofthecustomerBTodeepenrelationshipsacrossthetwoorganisationsCTojointproblem-solving,collaborativeproductdevelopmentandmutualtrainingoftheotherfirm’sstaffDNorightanswer.第8題Whatparameterisalwayspresentinmatrixorganizationalstructures?AProduct.BMarket.CCustomer.DNorightanswer第9題Whichstatementisrightformarketandproductsalesmanagementorganizationalstructures?AInthemarketstructure,allcustomersarethesame.BIntheproductstructure,allcustomersarethesame.CInthemarketstructure,customersmaybedifferent.DNorightanswer.第10題Whichofthemanagerialpositionsdoesnotapplytothelinear?ANationalSalesManagerBSalesTrainingManagerCRegionalSalesManagerDDistrictSalesManagerCaseStudy2Quiz第1題Yourorganizationsellsspecialmicrocircuits.Microcircuitsareutilizedindevices;thedevicesarenotdevelopedcompletely.Buyershavedifferentwaystocompletedevice.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第2題Thailand.Youaresalespersonintheshopofmattressesandpillowsfromlatex.Groupoftouristscomesintotheshop.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第3題Readtheexample“SegaHolidays–Meetingtheneedsofemptynesters”intheLecture“Marketingstrategyandsalesstrategy”.ChoosesuitablestrategyforsalespeopleofSEGAHOLIDAYS/Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/ConsultativeDSolution/NeedsatisfactionESolution/NeedsatisfactionorProblemsolvingFSolution/Problemsolving第4題YouworkinanITcompanyandsellservicesoftheCRMsystemsintegrationtoyourcustomers.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/ConsultativeBTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第5題Thecustomerinacomputerstoreasksthesalespersonforadviceonnotebook.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/ConsultativeBTransaction/MentalStatesorStimulusResponseCPartnership/ConsultativeDSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
正確答案：E第6題Youareapropertyinsurancebroker(cars,apartments,houses).Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第7題Yousellcarsatthemonobrandcardealership.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第8題Youareacustomservicemanagerinanadvertisingagency,whichisengagedinthepreparationandplacementofcontextualadvertising.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/ConsultativeBTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
第9題Youaretheownerofasmallplumbingstore.Yousellsinks,taps,showers,toilets,bathtubs,cabinetsforbathrooms,etc.Youhavealimitedassortmentinyourwarehouseandonthetradingfloor,butalsoyoucanfindtheproductsaccordingtothecustomer’sorderandarrangetheirdeliverytohishomeorstore.Whataretherelationshipandsellingstrategiesinthisexample?ACollaborative/Consultative
BTransaction/MentalStatesorStimulusResponseCPartnership/Consultative
DSolution/Needsatisfaction
ESolution/NeedsatisfactionorProblemsolving
FSolution/Problemsolving
正確答案：F第10題Youarethesalespersoninanindustrialcompanythatengineersmachinerytoorder.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第11題Youworkasasalespersoninafitnesscenter,yourresponsibilitiesaretosellmembershiptoanewprospectsbymakingvastamountofcalls.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/MentalstatesBPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第12題Youworkasasalespersoninprivatemedicalhealthcarecenter.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第13題Youaresellingrolledsteelfromyourassortmenttonumerousindustrialcompaniesforproductionpurposeswhichcontactyouviadifferentsaleschannels.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第14題Youaresellingrolledsteelfromyourassortmenttonumerousindustrialcompaniesforproductionpurposeswhichcontactyouviadifferentsaleschannels.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/Needsatisfaction
DCollaborative/Consultative
第15題Youworkasapartnerinindustrialconsultingcompanyadvisingonhowtomanagetheproductionforbigbusinesses.Whataretherelationshipandsellingstrategiesinthisexample?ATransactional/Mentalstates
BPartnership/Consultative
CSolution/NeedsatisfactionDCollaborative/Consultative
TrainingtestforLecture5第1題WhatdoesnotincludeinFirst(Main)Salesresponsibilities?AProspectingBIdentificationofcustomerneedsCPresentationanddemonstrationDNegotiation第2題Whatisthequestion:"Well,youwanttosleepincomfort,right?"ATie-downquestionBAlternativequestionCStatement/questionDOpiniongathering第3題Whatisthequestion:"Researchshowsthatmostdriversexceedthespeedlimit.Doyoueverdoso?"AClarificationquestionBInclusionquestionCCounterbiasingDTransitioning第4題Demonstrationofwhatismostconducivetoselling?AFeaturesoftheproduct.BAdvantagesovercompetitors.CBenefitforthecustomer.DLowprice.第5題Thismethodofovercomingtheobjectionsofthebuyeristhemostdangerous.AQuestiontheobjectionBTurntheobjectionintoatrialcloseCAgreeandcounterDThestraightdenial第6題Usuallythismethodwillbeattemptedafterthesellingprocessiswellunderwayandthesalespersonjudgesthatonlyoneobjectionremains.AQuestiontheobjectionBTurntheobjectionintoatrialcloseCAgreeandcounterDThestraightdenial第7題WhatisthemainstageinTheFourStagesofaSalesbyNeilRackham?APreliminaries.BInvestigating.CDemonstratingCapability.DObtainingCommitment.第8題Youareasalespersonofmassagersforimprovementofposture.Atameetingwiththerepresentativeof“ABCBANK”youaskaquestion:“Wouldyouliketocutexpensesonpurchaseofspecialarmchairsforofficestaff?”.OntechnologySPINitconcernswhattypeofquestions?ASituationBProblemCImplicationDNeed-payoff第9題Youareasalespersonofmassagersforimprovementofposture.Atameetingwiththerepresentativeof"ABCBANK"youaskaquestion:“Howmuchworktimedoyoulosebecauseofcomplaintsfromyourofficestaffaboutbackpain?”.OntechnologySPINitconcernswhattypeofquestions?ASituationBProblemCImplicationDNeed-payoff第10題AtwhatstageofthesaleaccordingtoSPINtechnologydoesthesalespersondemonstrateconsequencesofcustomerdissatisfaction(typeofquestions
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