| Question 1.1. (TCO 1) Eric Villa obtained a license to sell real estate, and then accepted a sales position with a local Century 21 agency. To prepare for this new position, he purchased and read a research report entitled “Buying Habits of Today’s Home Buyers.” Mr. Villa is most likely attempting to develop a _____. (Points : 5) |
| Question 2.2. (TCO 1) A partnership is beneficial for both parties because the successive sales are _____. (Points : 5) |
| Question 3.3. (TCO 2) Ray Fernández is a sales representative employed by Computer Resources, a computer supplier that develops customer solutions that combine computer hardware, software, installation, and training. When Ray brings together many parts of the company’s product mix in order to develop a customized customer solution, this is referred to as _____. (Points : 5) |
| Question 4.4. (TCO 2) The duties of inside salespeople may overlap heavily with the duties of _____. (Points : 5) |
| Question 5.5. (TCO 3) Mark is a sales representative for Keller Kleaners, a leading professional commercial laundry service provider in the Chicago area. While en route to a customer meeting in Urbana, Mark notices the local hotel is under new management. He decides to stop in and talks to the Jill the facility manager. Unfortunately, Mark is only able to meet with Tina, Jill’s assistant. After a brief introduction and exchange of business cards, Tina sets up a meeting for Mark with Jill for the following Tuesday. At this point, Jill in best described as a _____. (Points : 5) |
| Question 6.6. (TCO 3) How would a CRM system most likely enable a salesperson to facilitate relationship building with numerous customers? (Points : 5) |
| Question 7.7. (TCO 4) Which is most likely true regarding the differences between consumer and organizational buyers?(Points : 5) |
| Question 8.8. (TCO 4) Which of the following is a factor that would motivate a rational buyer? (Points : 5) |
| Question 9.9. (TCO 5) Successful sales presentations convert product features into _____. (Points : 5) |
| Question 10.10. (TCO 5) Which of the following statements regarding general and specific benefits is most likely true?(Points : 5) |
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