Sales Management - D099 Study Guide

Sales Management - D099 Study Guide 5.0 (7 reviews) Terms in this set (70) Western Governors UniversityD 072 Save A retailer is advertising its new product line and has designed a campaign that includes social media advertising, print promotional pieces, online promotions, and a special product launch event.Which concept is the retailer using to promote its new product line?Integrated marketing communications A salesperson wants to get to know a prospective customer by establishing ongoing communication to ensure current as well as future sales. Which sales approach is the salesperson using?Relationship

A salesperson prepares for a customer meeting by reviewing the number of products the customer has purchased since the company started. The salesperson decides to open the conversation by reviewing how the company has consistently provided a trusted product since the start of the customer relationship. How does this salesperson's approach help achieve sales goals?It emphasizes company value to the customer Every semester, a nationally known textbook company's salesperson visits each professor at a college to show what the company offers in the subject that the professor teaches.The salesperson hopes the professors will adopt the book for use in the next academic year. Which type of salesperson role does this scenario illustrate?Missionary A small company manufactures automobile hood ornaments and sells them in a small store located at one end of the factory. Which type of sales channel is being used by this company?Direct How does empathy contribute to building a good relationship with a customer?By creating an emotional connection with clients to show understanding that is built on trust.

Why is responsive listening important when participating in verbal communication?It encourages the salesperson to repeat back to the customer what they believe the customer needs.What is a result of a salesperson conducting follow-up on a sale?Ensures customer satisfaction A school administrator receives a request from a textbook salesperson to meet with the school principal.The administrator asks for the salesperson's contact information and indicates that the principal may contact the salesperson if interested in meeting. Which type of business- to-business (B2B) stakeholder is this school administrator?Gatekeeper A manufacturing company needs to replace its material requirements planning system and has sent out Request for Proposal (RFPs). The company has received several responses back. A meeting has been called by the company's decision makers to review the proposals received. Which stage of the organizational buying process has this company entered?Supplier selection

A private company purchases raw materials required to manufacture its tire air pressure sensors. The company sells its sensors to major automobile companies. Which role does the company play in the business-to-business (B2B) buying process?Producer A government agency issues a request for proposal (RFP) for development of military software.The agency believes the cost will exceed one million dollars, and the agency will need to collaborate with the developers on specific technical requirements. Which type of government purchase is occurring?Contracting by negotiation A company seeks to expand internationally through foreign direct investment and needs to purchase factory equipment that is customized to the facility to begin producing goods in the new market. The company seeks quotes from suppliers in the new market. Which buying situation is occurring?New task purchase An e-commerce company is contracting with a third party to fulfill delivery of its products while reducing costs and increasing efficiency. Which process is being used by this company?Distribution management