13 Jan Question 11Describe how you, as

Final exam

Question 1Which of the following business strategies would involve selling on the basis of price?

Question 2What is an objective a sales manager could expect to achieve with a sales training program?

Question 3What are the key components in marketing strategy development?

Question 4Which of the following competencies of successful salespeople can build collaborative relationships with customers in which their needs, suggestions, and concerns can be heard?

Question 5Which of the following training topics would give salespeople the knowledge to work with buyers who are considered straight shooters?

Question 6Which of the following types of salesforce profitability analysis would a sales manager use to allocate costs to individual units on the basis of how the units expend or cause these costs?

Question 7What is an example of a style exhibited by a transformational sales leader?

Question 8Which of the following does a sales manager use to instill cost consciousness and profit awareness throughout the organization?

Question 9What is performance evaluation outcome bias?

Question 10What is a basic principle of coaching salespeople?

Question 11Describe how you, as a sales manager, would handle the following situation: One of the salespeople under you is trying to get a customer to purchase a new product. He decides to take three individuals from the customer’s firm to dinner and a basketball game, even though he knows that he has exceeded his entertainment budget for the next month. He asks you if he can just hide these entertainment expenses in different categories in his expense report. How do you handle this situation?

Your response should consist of at least 200 words.

Question 12Discuss how the development of personal selling techniques can help a salesperson evolve into a business consultant.

Your response should consist of at least 200 words.