Selling Today, 13e (Manning/Ahearne/Reece) Chapter 2 Evolution of Selling Models
ID: 1138380 • Letter: S
Question
Selling Today, 13e (Manning/Ahearne/Reece) Chapter 2 Evolution of Selling Models That Compliment the Marketing Concept 2.1 True/False Questions 1) Customer relationship management (CRM) software aids salespeople in creating and maintaining relationships with customers. Answer: 2) A company that ignores the marketing concept will not have any negative effects. Answer: 3) Value-added selling can be defined as a series of creative improvements within the sales process that enhance the customer experience. Answer: 4) Business firms vary in terms of how strongly they support the marketing concept. Answer 5) E-commerce has contributed to the decline in popularity of transactional selling. Answer: 6) When measured by either the number of people employed or expenses as a percentage of sales, personal selling is often the major promotional method used by American businesses. Answer: 7) Consultative-style selling practices have become popular because they can be easily mastered. Answer: 8) A "strategy" can be best described as a collection of techniques, practices, or methods you use when you are face to face with a customer. Answer: 9) Consultative-style selling, which emerged in the late 1960s and early 1970s, is an extension of the marketing concept. Answer: 10) The four major strategies that form the strategic/consultative selling model are independent of one another. Answer: 11) Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations. Answer: 12) The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation. Answer: 13) A major reason for the demise of the product solution is the growing number of look-alike products. Answer: 14) The partnering concept, as an enhancement of personal selling, became very popular in the 1970s. Answer: 15) The goal of strategic selling alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own. Answer:
Explanation / Answer
1. It is true that customer relationship management (CRM) software aids salespeople in creating and maintaining relationships with customers.
2. It is false that a company that ignores the marketing concept will not have any negative effects.
3. It is true that value-added selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.
4. It is true that business firms vary in terms of how strongly they support the marketing concept.
5. It is true that E-commerce has contributed to the decline in popularity of transactional selling.
6. It is true that when measured by either the number of people employed or expenses as a percentage of sales, personal selling is often the major promotional method used by American businesses.
7. It is false that consultative-style selling practices have become popular because they can be easily mastered.
8. It is false that a "strategy" can be best described as a collection of techniques, practices, or methods you use when you are face to face with a customer.
9. It is true that consultative-style selling, which emerged in the late 1960s and early 1970s, is an extension of the marketing concept.
10. It is false that the four major strategies that form the strategic/consultative selling model are independent of one another.
11. It is true that typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.
12. It is true that the presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation.
13) It is true that a major reason for the demise of the product solution is the growing number of look-alike products.
14) It is false that the partnering concept, as an enhancement of personal selling, became very popular in the 1970s.
15) It is true that the goal of strategic selling alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.
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