List and briefly describe the five most common classifications for selling situations
What will be an ideal response?
a. Response selling – in this situation, the salesperson is basically an order taker; the customer initiates the sale and gives the order to the salesperson.
b. Trade selling – this kind of selling includes order taking, but also entails responsibilities such as making sure the stock is adequately displayed on shelves, setting up displays, providing demonstrations, and other activities sometimes called merchandising.
c. Missionary selling – in this kind of selling, the salesperson attempts to influence the decision-maker rather than the user or purchasing agent.
d. Technical selling – in many industries, the salesperson also acts as a technical consultant to the purchaser. For this to be successful, the salesperson must have strong technical training.
e. Creative selling – this method involves developing new customers and maintaining old ones by investing a considerable amount of time in understanding buyers' needs and wants.
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A method of allocating merchandise cost that assumes the sales in the period were made from the recently purchased merchandise and its earliest merchandise bought remains in the inventory is called the
a. last-in, first-out method. b. first-in, first-out method. c. specific identification method. d. weighted-average method.
The distance between city A and city B is 25 miles; city A is 1/16 the size of city B. The point of indifference between the two cities is _____ miles from A and _____ miles from B
a. 15; 10 b. 18; 7 c. 20; 5 d. 22; 3
While startups can be flexible in their model, what should be the general guide for existing models?
a. Existing models should not be changed. b. Existing models should be replaced frequently. c. Organizations should be prepared to adjust their existing model as markets change. d. Existing models require annual updating.
Explain trademarks
What will be an ideal response?