Reference no: EM132591419

Discussion 1: Salespeople act on behalf of their companies by doing which of the following?

A. Managing relationships

B. Relaying customer and market information back to their organizations

C. Creating value for their firms' customers

D. All of the above

E. None of the above

Discussion 2: Which of the following, according to the e-book, are NOT types of order getters; that is, they actively seek to make sales by calling on customers.

A. Missionary Sales people

B. Sales support

C. Trade Sales people

D. Prospectors

E. Account Managers

Discussion 3: The process of asking questions to identify a buyer's problems and needs and then tailoring a sales pitch to satisfy those needs is called ________________.

A. consultative selling

B. strategic-partner selling

C. needs-satisfaction selling

D. none of the above

Discussion 4: Common Ethical Issues for Salespeople

Which of the following are the most common ethical issues facing salespeople?

A. A customer asking for information about one of their competitors, who happens to be one of your customers

B. Deciding to play golf on a nice day, since no one knows if you are actually at work or not

C. A buyer asking for something special, which you could easily provide, but aren't supposed to give away

D. Deciding how much to spend on holiday season gifts for your customers

E. All of the above

Discussion 5: ____________ is the process of identifying and qualifying leads in order to grow new business

A. Lead scoring

B. Blog newsletters

C. White papers

D. Lead management

E. None of the above