Reference no: EM133341188
You must be able to describe the six types of sales roles as defined by the Sales Education Foundation and the skills required for each role, be able to explain the advantages and disadvantages of each of the four types of sales organizations, and explain why teamwork is important in the selling process to answer these questions.
1. The type of salesperson least likely to sell a full line of a company's products is _____.
a. Account Management
b. New Business Development
c. Indirect Sales
d. System Specialist
e. Territory Relationship Product Sales
2. The type of salesperson least likely to engage in extensive prospecting is _____.
a. Account Management
b. New Business Development
c. Indirect Sales
d. System Specialist
e. Territory Relationship Product Sales
3. Suppose you are salesperson for a company that manufactures and sells industrial equipment. Two or three of your key accounts periodically have special delivery needs that are difficult to accommodate. Which of the following represents the action you should probably take to ensure customer satisfaction among those accounts?
a. Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met.
b. Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements.
c. Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts.
d. Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts.
e. None of these are correct.
4. Steve only sells his company's GPS technology to police forces regardless of their size because of the special expertise needed to serve these clients. His company employs a ___________ sales structure.
a. products
b. markets
c. customers
d. geography
e. None of these are correct
5. Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?
a. Understanding the other individuals
b. Attending to the little things
c. Keeping commitments
d. Expecting the best from each member
e. Clarifying expectations
6. Successful teamwork usually results in synergy. Which of the following best described what this means?
a. The output of the individuals is combined with or synthesized to increase productivity
b. Working in teams saves energy
c. The outcomes and results are greater for all parties than would be possible for with multiple individuals acting independent of one another.
d. The outcomes and results are evenly shared among members, resulting in greater harmony than would be possible with multiple individuals acting independent of one another.
e. None of these are correct.
7. The type of salesperson least likely to build a book of customers and then service them to maintain and increase revenue from them is _____.
a. Account Management
b. New Business Development
c. Indirect Sales
d. System Specialist
e. Territory Relationship Product Sale
8. The type of salesperson least likely to sell to the end customer is _____.
a. Account Management
b. New Business Development
c. Indirect Sales
d. System Specialist
e. Territory Relationship Product Sales