Sales plan implementation involves

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Reference no: EM132189172

1. Aura Home Furnishings recently switched from a geographical to a marketing channel structure with different sales teams, each serving specific retail channels with different needs: big box stores, department stores, and the Aura Store within Amazon.com. In this example, Aura uses which type of sales organization structure?

product

market size

customer

profit-based

geographic

2. During the holidays you pick up some toys at Target. When the cashier asks you, “Do you need any batteries for these?” she is using a technique called

inquiry selling.

formula selling.

suggestive selling.

method selling.

canned sales presentation.

3. Adaptive selling is a common form of which sales presentation format?

stimulus-response presentation format

formula selling presentation format

need-satisfaction presentation format

suggestive selling format

canned sales presentation format

4. Which of the following is an example of personal selling?

You receive a consultation for teeth whitening services at a cosmetic dentistry office in your city.

You win an auction for an antique cabinet on eBay.

You watch an infomercial for the Magic Bullet and purchase one.

You purchase a two-year subscription to Fitness magazine by returning a prepaid postcard.

You purchase ibuprofen tablets at a local Walgreens.

5. Research indicates that there are four key factors involved with salesforce motivation that includes which of the following?

frequent promotions

numerous evaluations

a clear job description

a competitive culture within the sales team

adequate time for preparing paperwork

6. A(n) __________ should only be used if it accurately reflects the situation; otherwise such claims would be unethical.

assumptive close

consultative close

proactive close

urgency close

adaptive close

7. Sales plan implementation involves

setting objectives.

quantitative assessments.

behavioral evaluation.

developing account management policies.

recruiting the salesforce.

Reference no: EM132189172

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