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Question
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.John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.
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
B) recommend a competing product
C) develop a complex sales package
D) use persuasive communication skills
E) engage in product configuration
Answer
This answer is hidden. It contains 1 characters.
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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Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs. Experts in the field of employment testing say that test scores:
A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
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
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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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A) the product is simple to understand so the salespeople don't have to spend much time with potential clients
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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Which of the following is a point of view that has most likely eroded character in business?
A) Innovation and aggressive development of markets should be rewarded.
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Q:
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.
John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.
Which part of the need-satisfaction model is John performing when he explains to the sanitation director why the equipment he has selected will fulfill his needs?
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E) Part 5: Leveraging Referrals
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According to the Action Selling training course, the key to sales success is:
A) telling customers about product benefits
B) asking customers effective questions
C) closing deals with customers
D) providing adequate reasoning
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A) Review methods of payment.
B) Create one solid product configuration for the client.
C) Include all the bestselling products in the configuration.
D) Introduce new products during a lull in the conversation.
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A salesperson who says, "If you will sign the order today, I can guarantee delivery within five days," is using which of the following closing methods?
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Which of the following is one of the buying anxieties that make customers reluctant to commit, according to Gene Bedell, author of 3 Steps to Yes?
A) lack of strategy
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C) fear of making a mistake
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A) teach employees to cold-call more efficiently
B) implement a straight commission compensation plan
C) offer cash bonuses for the top sellers each month
D) provide all employees with the same benefits
E) provide a mix of external and internal rewards
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Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
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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:
Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?
A) identifying sources for hiring new salespeople
B) increasing sales by a specific percentage
C) increasing the number of sales calls
D) establishing new accounts
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Which of the following questions is LEAST relevant when developing a job description for a sales position?
A) Will the person be developing a new sales territory?
B) Is the product well established in the marketplace?
C) What is the average rate of employee turnover?
D) Will the salesperson work independently?
E) What amount of travel will be required?
Q:
All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:
A) Internet job sites
B) mediation agencies
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D) employment agencies
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Situational leadership occurs when:
A) the leader passes the character test
B) good performance is properly rewarded
C) the leader's style matches the situation
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E) the leader guides the team through a changing situation
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The size of the firm should dictate the scope of the sales training program.
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The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."
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Which of the following is an acceptable way to cope with the loyalty objection?
A) Work on recruiting internal champions to build more support for your message.
B) Point out, in specific terms, the weak points of the competing product.
C) Point out how dependence on just one supplier can be risky.
D) Encourage the prospect to quit the present supplier.
E) Undermine confidence in the current supplier by intimating that the company is having financial troubles.