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Question
Lacey Abrams is the sales representative for the Brook Park Zoo. She sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale.Anne is considerably interested in having her wedding at the zoo but seems to need help envisioning the process and benefits. What type of close should Lacey most likely use?
A) summary of benefits
B) trial
C) direct appeal
D) assumptive
E) special options
Answer
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Related questions
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The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line, company marketing strategies, territory information, and business trends. What are the other two?
A) knowledge of personal selling skills; in-field sales training with supervision
B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
E) attitudes toward the company, its products, and its customers; application of personal selling principles and practices
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A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
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D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
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The first step toward identifying the type of applicant to be recruited for a sales job is to:
A) determine the compensation plan
B) consult the sales staff for recommendations
C) determine the actual duties of the position
D) develop personality and skills assessments
E) search for applicants from traditional sources
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Decision-making authority in the area of pricing gives the salesperson more responsibility but less power because firms profit from all sales.
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On the communication style grid, the two communication styles with low dominance are reflective and supportive. Salespeople with these two communication styles would be best suited for sales situations in which:
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B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by municipalities to clear roads during snowstorms. John Alexander is the senior regional sales manager for New England.
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Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
A) ask more closed questions
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When you are working on a large, complex sale you should try to achieve incremental commitment.
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________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
Q:
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B) good performance is properly rewarded
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