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Question
Jefferson Smurfit Company is a multibillion-dollar supplier of packaging materials. One of its salespeople rearranged production schedules at three different plants to satisfy an unexpected demand for boxes from General Electric. The salesperson's action is typical of the company's sales philosophy and indicates an emphasis on:a. consultative promotion
b. relationship selling
c. adaptive selling
d. transformational selling
e. transactional buying
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
Q:
Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
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All of the following statements characterize the traditional personal selling approach EXCEPT:
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b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
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Relationship selling is also called:
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b. win-win selling
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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c. vertical marketing system
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c. create economies of scale
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a. forward integration
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d. sorting
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a. creation
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d. spatial
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