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Homework answers / question archive / Fashion Institute Of Technology - FM 431 Chapter 1 1)Which of the following sales decisions is an example of service dominant logic?     The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences

Fashion Institute Of Technology - FM 431 Chapter 1 1)Which of the following sales decisions is an example of service dominant logic?     The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences

Marketing

Fashion Institute Of Technology - FM 431

Chapter 1

1)Which of the following sales decisions is an example of service dominant logic?

 

 

  1. The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences. This process is likely to result in:

 

  1. The different dimensions of customer relationship management include all of the following EXCEPT:

 

 

  1. Which of the following is an example of using social capital to help grow a company?

 

  1. A company is in danger of losing money if they cannot complete an important project because they do not have the workers necessary to implement the project's objectives. This is an example of the results of a lack of

 

 

  1. A company's mission statement may or may not mention the product(s) the company makes. This is because:

 

  1. Which of the following is an example of a SMART goal?

 

 

  1. The CEO of Englewood Educational Consulting announced that all departments must come up with SMART objectives, and that each employee should determine SMART goals for his or her own position. SMART objectives have which advantage over less specific goals?

 

  1. Which of the following is NOT an issue in transactional sales?

 

 

  1. All of the following are problems that can result from having no formal sales process EXCEPT:

 

 

  1. In an affiliative selling situation, the salesperson spends more time developing:

 

 

  1. Consultative selling is most appropriate in a situation in which:

 

  1. Enterprise selling requires a partnership between:

 

 

  1. The sales process, a standard eight-step plan of action, creates a:

 

 

  1. A salesperson should not conduct a presentation of the product until he or she has determined that:

 

 

  1. When a salesperson is formulating an opening statement to use to approach a buyer, what should the salesperson focus on?

 

 

  1. All of the following are types of questions in the SPIN technique EXCEPT:

 

 

  1. All of the following are functions of gaining pre-commitment from a buyer during the needs identification stage of the selling process EXCEPT:

 

 

  1. Buyers are more likely to buy a product if the salesperson can show why it:

 

 

  1. Which of the following is NOT a feature of a good close?

 

 

  1. The logical next step after a salesperson alleviates a buyer's objections is:

 

 

  1. Implementation and follow-up after the sale is made is a key step in the sales process for all of the following reasons EXCEPT:

 

 

  1. Depending on the sales approach used:

 

 

  1. As a sales manager moves closer to the top of the organization chart, the manager's day-to-day tasks:

 

 

  1. Quotas are an important part of a sales plan because:

 

 

  1. Which of the following is a determination made by a sales executive during the process of organizing?

 

 

  1. All of the following are challenges sales executives face as they implement a sales plan EXCEPT:

 

 

  1. Monitoring is an important duty for sales executives because it allows them to determine if:

 

 

  1. The number one responsibility of a field sales manager is:

 

 

  1. Technology can be used by sales managers and sales executives to:

 

 

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