Discussion questions:
1. Which of the following are considered to represent some key customer changes occurring today?
2. The switch to the more extensive use of sales teams requires changes in all EXCEPT which of the following?
3. A sales manager needs to have which of the following special competencies or skills?
4. The most effective way to close a sale and to get the customer's signature on the order form is generally through which of the following?
5. Many companies realize now that inside selling can be which of the following?
6. The sales process is usually described as a series of ____ steps.
7. According to surveys of top executives, executives are most likely to feel that their biggest opportunities for growing sales volume is by which of the following?
8. A key aspect of managing time effectively is which of the following?
9. A good example of a directory for business-to-business selling would be which of the following?
10.This type of relationship is characterized by the selling company spending considerable time understanding the special needs of the customer and marshaling resources inside the supplier's company to meet those special needs.