Podcast
Questions and Answers
What is the focus of B2B selling?
What is the focus of B2B selling?
- Across-the-counter selling
- Selling goods and services to ultimate consumers
- Industrial selling (correct)
- Retail selling
Which type of sales involves the customer going to the salesperson?
Which type of sales involves the customer going to the salesperson?
- Outside Sales force (correct)
- Retail selling
- Across-the-counter selling
- Industrial selling
What is one of the contributions of salespeople to society according to Geoffrey James?
What is one of the contributions of salespeople to society according to Geoffrey James?
- Providing customer support (correct)
- Boosting the economy
- Driving innovation
- Increasing product variety
How important is sales in business?
How important is sales in business?
What term is used for selling goods and services to ultimate consumers?
What term is used for selling goods and services to ultimate consumers?
What is the first step in the traditional selling process?
What is the first step in the traditional selling process?
Which stage involves learning as much as possible about a prospective customer before making a sales call?
Which stage involves learning as much as possible about a prospective customer before making a sales call?
What does the acronym 'FAB' stand for in the selling process?
What does the acronym 'FAB' stand for in the selling process?
In the selling process, what does the term 'Feature' refer to?
In the selling process, what does the term 'Feature' refer to?
Which stage in the selling process involves answering questions and addressing concerns?
Which stage in the selling process involves answering questions and addressing concerns?
What is the final step in the traditional selling process?
What is the final step in the traditional selling process?
What motivates salespeople in their choice of career?
What motivates salespeople in their choice of career?
Based on the median compensation data provided, which industry offers the highest pay for top salespeople in small and medium-sized businesses?
Based on the median compensation data provided, which industry offers the highest pay for top salespeople in small and medium-sized businesses?
How many salespeople are typically involved in selling a music CD to a consumer?
How many salespeople are typically involved in selling a music CD to a consumer?
Which of the following is NOT listed as a party involved in selling a music CD?
Which of the following is NOT listed as a party involved in selling a music CD?
What is the difference between retail and wholesale sales, according to the text?
What is the difference between retail and wholesale sales, according to the text?
Based on the median compensation data, which industry offers the lowest pay for average salespeople in small and medium-sized businesses?
Based on the median compensation data, which industry offers the lowest pay for average salespeople in small and medium-sized businesses?
What is the primary focus of a business?
What is the primary focus of a business?
Which of the following statements best represents the notion that 'all CEOs are salespeople'?
Which of the following statements best represents the notion that 'all CEOs are salespeople'?
What is the primary characteristic of a 'canned sales presentation'?
What is the primary characteristic of a 'canned sales presentation'?
Which of the following best describes the concept of 'sales professionalism'?
Which of the following best describes the concept of 'sales professionalism'?
What is the primary goal of 'consultative selling'?
What is the primary goal of 'consultative selling'?
Which of the following statements is NOT supported by the text?
Which of the following statements is NOT supported by the text?
