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Question
Wal-Mart sells many health and beauty aid products under the name, Equate. This brand can only be purchase in Wal-Mart stores and is an example of a(n) _____ brand.a. manufacturers'
b. international
c. family
d. private
e. corporate
Answer
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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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
e. emphasizes closing the sale during the sales presentation
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
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.
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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. exclusive
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a. Marketing facilitators
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c. create economies of scale
d. take title to the products they sell
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