Manufacturer sales representatives

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Reference no: EM132239732

1. Manufacturer's Sales Representatives:

a) Connect buyers and sellers and represent the seller in the sales process in exchange for a commission

b) Are responsible only for cold calling activities in the prospecting stage of the sales process

c) Are a unique type of sales representative that do not sell the product but rather encourage people who influence a buying decision to recommend it

d) Are business-to-consumer salespeople who deal with end users of the product

e) Work internally to field inbound telemarketing calls from customers wishing to place a repeat order

2. The stage in the sales process in which the salesperson discusses a product feature, links it with the product benefit and then ties it back into an identified customer need is the:

a) Approach

b) Qualification process

c) Demonstration

d) Presentation

e) Trial close

3. Direct selling would be more appropriate in all but the following situations.

A. When cash flow is of concern Small number of customers

B. When products involve custom design

C. When utilizing an exclusive distribution policy

D. When products have a high unit value

Reference no: EM132239732

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