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Questions Bank (1395779 total)

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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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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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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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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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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Which is an advantage of Telemarketing?

Geographical limitations

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 NOT true about the training policy?

It needs to be constantly adapted to the market

All the answers are true about the training policy

It is a continuous process

It increases the firm’s competitivity

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What characteristic best defines today's salespeople?

Develops long-term relationships seeking mutual benefits with the customer.

✅

Focuses on highlighting the technical features of the product.

❌

Focuses solely on meeting monthly sales quotas.

❌

Uses persuasive and manipulative techniques to close the sale.

❌

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