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2024.26007.International Sales Management (Gr. 1,3)

2024.26007.International Sales Management (Gr. 1,3)

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What is a disadvantage of Strategic Partnering in sales?

High impulse buying rates

Low customer reach

Dependence on partner's performance

Lack of specialization

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In the remuneration policy, the salary can have different structures: fixed, variable or mixed. The advantages of the variable salary are:

It is convenient when the company wants to obtain long term deals

It offers stability

All of them are advantages of the variable salary

It motivates salespeople

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Why is handling objections critical in the sales process?

It serves as a primary tactic to divert customers from considering competitors

It primarily helps reduce the need for follow-up in long sales cycles

Objections allow salespeople to fully understand the buyer's priorities

Objections prevent the customer from making unnecessary purchases

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Which of the following best describes the role of prospecting in personal selling?

Conducting negotiations and closing deals with qualified buyers

Selecting high-potential clients from a list of existing buyers

Identifying and qualifying new potential customers for future sales

Building relationships with existing customers to increase loyalty

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The business model of Uber, make it uses the ______ sales channel.

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Is the recruitment and selection of salespersons an important process in the company?

It is an important process as the new salesperson will represent the firm in the market

None of them are correct

No, it is not very important since it is not difficult to find a good candidate, due to the current high unemployment rates

No, it is not since the process is done by HR department

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What attitude best represents a today's salesperson after closing a sale?

Passes the case to customer service without further contact.

Only contacts the customer if there is a new product to offer.

Follows up to ensure satisfaction and foster customer loyalty.

Disappears until the customer needs something again.

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How does a today's sales manager interact with other internal departments?

Accepts adversarial relationships as part of company dynamics.

Works independently, avoiding collaboration with other departments.

Communicates only when issues arise with the sales process.

Creates positive, cooperative relationships to enhance customer satisfaction and loyalty.

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What is the purpose of the "Win-Win" philosophy in personal selling?

To offer concessions that favour the customer at the expense of the seller

To promote short-term sales goals over building customer loyalty

To ensure that the seller maximizes profit regardless of customer satisfaction

To create mutually beneficial outcomes that strengthen long-term relationships

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Which is an advantage of Telemarketing?

Geographical limitations

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