Motivation of Salespeople: Career Factors

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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?

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?

Providing customer support (correct)

Boosting the economy

Driving innovation

Increasing product variety

How important is sales in business?

It is one of the key benchmarks for business success Signup and view all the answers

What term is used for selling goods and services to ultimate consumers?

Retail selling Signup and view all the answers

What is the first step in the traditional selling process?

Prospecting and qualifying Signup and view all the answers

Which stage involves learning as much as possible about a prospective customer before making a sales call?

Preapproach Signup and view all the answers

What does the acronym 'FAB' stand for in the selling process?

Feature, Advantage, Benefit Signup and view all the answers

In the selling process, what does the term 'Feature' refer to?

A characteristic or specification of the product or service Signup and view all the answers

Which stage in the selling process involves answering questions and addressing concerns?

Handling objections Signup and view all the answers

What is the final step in the traditional selling process?

Follow-up Signup and view all the answers

What motivates salespeople in their choice of career?

All of the above Signup and view all the answers

Based on the median compensation data provided, which industry offers the highest pay for top salespeople in small and medium-sized businesses?

Technological Services Signup and view all the answers

How many salespeople are typically involved in selling a music CD to a consumer?

4 Signup and view all the answers

Which of the following is NOT listed as a party involved in selling a music CD?

Marketing agency Signup and view all the answers

What is the difference between retail and wholesale sales, according to the text?

The text does not provide enough information to determine the difference. Signup and view all the answers

Based on the median compensation data, which industry offers the lowest pay for average salespeople in small and medium-sized businesses?

Basic Materials Signup and view all the answers

What is the primary focus of a business?

Generating sales Signup and view all the answers

Which of the following statements best represents the notion that 'all CEOs are salespeople'?

CEOs must prioritize generating revenue for their business. Signup and view all the answers

What is the primary characteristic of a 'canned sales presentation'?

It involves memorized or scripted sales pitches. Signup and view all the answers

Which of the following best describes the concept of 'sales professionalism'?

Adopting a customer-oriented approach based on honesty and long-term satisfaction. Signup and view all the answers

What is the primary goal of 'consultative selling'?

To help customers achieve their strategic goals through the seller's expertise and offerings. Signup and view all the answers

Which of the following statements is NOT supported by the text?

CEOs should be directly involved in sales activities. Signup and view all the answers