SOLVED

91) As the salesperson entered the prospect’s office, the salesperson extended his hand and said, “Your old college roommate Tiara Johns suggested I call on you.” This action occurred in which stage of the creative selling process? A) approach B) prospect and qualify C) preapproach D) close E) follow-up 92) Southern Security makes safes for storing valuables such as jewelry and family records. When Ed sold safes for the company, he had to be prepared with a response when a prospect said, “I have no room for a safe” or “My family heirlooms aren’t valuable enough to put in a safe.” In other words, Ed had to ________. A) prepare several different closings B) use a canned sales presentation C) treat each sale as a transaction D) utilize cold calling E) anticipate objections 93) Southern Security makes safes for storing valuables. When Ed sold safes for the company, he would deal with a prospect’s concerns such as the cost of the safe and then ask, “Are you ready to purchase a safe for your family, or are there other concerns that we need to discuss?” When Ed asked this question, he was ________. A) using a last objection close B) fostering a transactional relationship C) anticipating objections D) engaging in the approach stage of the creative selling process E) using a standing-room-only close 94) Southern Security makes safes for storing valuables. When Ed sold safes for the company, he sometimes told a prospect, “The model safe you are looking at is on sale this week. If you wait until next week to buy, you will spend $100 more.” When Ed used this approach, he was using the ________ close. A) canned B) standing-room-only C) assumptive D) minor points E) stimulus-response 95) New Wave Music Company has decided to switch to an industry specialization structure. Which of the following advantages is the company now LEAST likely to enjoy? A) The company can become more customer-focused. B) The company can build closer relationships with important customers. C) The company can better serve different industries. D) The company can better serve its major customers. E) The company can expect salespeople to develop in-depth knowledge of complex product lines. 96) Lyall Electric, Inc., maintains a sales force for its small appliance customers and a separate sales force for its automotive customers. Lyall Electric utilizes a(n) ________ sales force structure. A) intensive B) geographic C) industry specialization D) product E) performance 97) A company that wanted its sales force to see a direct connection between performance and pay would most likely use which of the following compensation plans? A) a straight commission plan B) a straight draw plan C) a commission-bonus plan D) a performance objective plan E) a behavioral objective plan 98) What type of compensation plan would a company be most likely to use for its missionary salespeople? A) a straight commission plan B) a straight draw plan C) a commission-with-draw plan D) a quota-bonus plan E) a performance objective plan 99) At Garden and Deck Decor, a manufacturer of outdoor furniture and accessories, the marketing and sales force objective is to increase sales of the new product line while maintaining sales volume of the older product lines. Which of the following sales force compensation plans is most likely to encourage the sales force to pursue this objective? A) straight draw B) straight commission C) quota-bonus D) commission-with-draw E) commission-with-bonus 100) You want to collect information to evaluate your sales force in the New England states. Which of the following would you be LEAST likely to consider in doing so? A) call reports B) expense reports C) customer satisfaction surveys D) customer turnover rates E) partner relationship management data (PRM)