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Question
Women's swimwear designer Meli Kinaua'a designs high-end swimsuits. The suits are sexy in style, but fit a wide variety of body shapes and sizes, which is unusual in the high-end market. Sales director Jeannie Park sells the suits to boutiques at exclusive resorts and hotels. These boutiques usually carry other high-end swimsuit lines.Which of the following is a confirmation question Jeannie could ask a boutique buyer?
A) Can we arrange delivery for next Wednesday?
B) Are the limited sizes of the other swimsuits you carry affecting sales?
C) What are the shapes and sizes of the guests at the resort?
D) So, the swimsuit lines you currently stock do not sell to larger or older customers?
E) What if we could give you a line to sell that is luxurious but also looks as good on older and bigger women as it does on smaller women?
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
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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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A) lack of strategy
B) lack of loyalty
C) fear of making a mistake
D) fear of asking for the close
E) fear of public speaking
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A) appeal to the salesperson's emotions by sharing personal experiences
B) allow the salesperson to suggest ideas for improving performance
C) enable a salesperson to admit that a performance problem exists
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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.
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B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance improvement
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."