The Nature of Selling and Sales Management
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Questions and Answers

What is the primary reason for companies to invest large amounts of money in training their sales personnel?

  • To increase customer satisfaction
  • To improve the quality of the products
  • To enhance the marketing efforts
  • To strengthen the link with the customers (correct)
  • Which type of sales activity requires the sales representative to deliver small and relatively cheap items to the customers on a regular or periodic basis?

  • Industrial equipment sales
  • Export market sales
  • Capital equipment sales
  • Retail sales (correct)
  • What is the function of sales representatives who deal only in export markets?

  • Delivering products to customers
  • Direct sales to home customers
  • Selling capital equipment
  • Selling products internationally (correct)
  • What may happen if the salespeople are ineffective or fail to do their job correctly?

    <p>The marketing efforts may fail</p> Signup and view all the answers

    What does the term 'selling' encompass?

    <p>Dealing with sales of capital equipment</p> Signup and view all the answers

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