Test Bank for Selling Today: Partnering to Create Value, 14th Edition

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1Selling Today: Partnering to Create Value, 14e(Manning/Ahearne/Reece)Chapter 1Relationship Selling Opportunities in the Information Economy1) The three prescriptions involved in developing a personal-selling philosophy are to adopt themarketing concept, to assume the role of problem solver or partner in helping customers makeinformed and intelligent business decisions, and to:A) value personal sellingB) assess risk accuratelyC) learn skills of persuasionD) overcome objectionsE) create a pipelineAnswer: ADiff: 1Objective: LO 1.1: Define personal selling and describe the three prescriptions of a personalselling philosophyRay Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10years ago, and has worked his way up steadily to Senior Regional Sales Director for the entireSouthwest region. He is good at his job, and his greatest personal satisfaction–also the cause ofhis steady rise in the company–is his ability to understand customers and their needs and to sellthem appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects hisdepartment with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships.2) Sanchez's success is due largely to the fact that:A) he was born with the personality of a successful salesperson and capitalized on thatB) he understood the key factors involved in becoming an excellent salesperson and worked todevelop skills to support those factorsC) he has unlimited energy and makes more cold calls than any other salesperson at his level inthe companyD) he knows how to persuade prospects to buy the products he is sellingE) men tend to be more successful at selling industrial products than women areAnswer: BDiff: 3AACSB: Application of KnowledgeObjective: LO 1.1: Define personal selling and describe the three prescriptions of a personalselling philosophy

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Selling Today by Gerald L. Manning,...

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