1. Your inside sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?
a. The outside sales force will call on all prospects.
b. The number of qualified customers will exceed the number of prospects.
c. Your inside sales force will attend meetings with qualified customers.
d. A salesperson may have to approach many qualified customers just to make one sale.
e. A and C
2. Of the main consumer promotion tools, which is the most costly?
a. advertising
b. billboards
c. coupons
d. samples
e. cash refunds
3. A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.
a. presentation
b. prospecting
c. preapproach
d. closing
e. approach
4. Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?
a. Salespeople prefer working in groups because of the opportunity for flex hours and job sharing.
b. A group of salespeople assigned to one account is cost effective for corporations.
c. Products have become too complicated for one salesperson to support.
d. Fewer skilled salespeople are working in the high-tech industry.
e. Customers prefer dealing with many salespeople rather than one salesperson.