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Homework answers / question archive / Troy University, Dothan - BUS 201 1)Quotas are an important part of a sales plan because: Question2)Implementation and follow-up after the sale is made is a key step in the sales process for all of the following reasons EXCEPT:           Question 3 When a salesperson is formulating an opening statement to use to approach a buyer, what should the salesperson focus on?         Question 4 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

Troy University, Dothan - BUS 201 1)Quotas are an important part of a sales plan because: Question2)Implementation and follow-up after the sale is made is a key step in the sales process for all of the following reasons EXCEPT:           Question 3 When a salesperson is formulating an opening statement to use to approach a buyer, what should the salesperson focus on?         Question 4 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

Business

Troy University, Dothan - BUS 201

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

Question2)Implementation and follow-up after the sale is made is a key step in the sales process for all of the following reasons EXCEPT:

 

 

 

 

 

Question 3

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

 

 

 

 

Question 4

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?

 

 

 

Question 5

The number one responsibility of a field sales manager is:

 

 

 

Question 6

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

 

 

 

 

Question 7

 

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

 

Question 8

 

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

 

 

Question 9

Consultative selling is most appropriate in a situation in which:

 

 

 

Question 10

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

 

 

 

Question 11

Which of the following statements is NOT true about the role of salespeople within a company?

 

 

 

Question 12

Sales managers who only manage and do not also sell are not able to understand the selling process.

 

 

 

Question 13

High-performance selling and a company culture of high ethics are at odds with one another.

 

 

 

Question 14

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

 

 

 

Question 15

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

 

 

 

Question 16

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

 

 

 

 

Question 17

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

 

 

 

 

Question 18

What are the key differences between market penetration and product development?

 

 

 

 

Question 19

 

Which of the following characteristics is useful for both salespeople and sales managers?

 

 

 

 

Question 20

 

Which of the following is NOT a question that needs to be answered as part of developing a marketing strategy?

 

 

Thursday, October 23, 2014 9:56:44 AM EDT

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