PROFESSIONAL SALES - Chapter 1: The Life, Times, and Career of t

Which of the following is a correct hierarchy of sales job titles, starting with an entry level position and finishing with a high-level job role?

• CSRs, Merchandisers, Senior Reps, Key Account Reps

• Merchandisers, CSRs, Key Account Reps, Senior Reps

• CSRs, Key Account Reps, Senior Reps, Merchandisers

• Merchandisers, Senior Reps, CSRs, Key Account Reps

• Merchandisers, CSRs, Senior Reps, Key Account Reps

Tom is a salesperson for HPM Industries which sells machines for moulding plastic furniture. HPM has developed a machine that is 50 percent smaller than what is currently on the market and costs 25 percent more. It is Tom's job to show potential customers how the new machine will save them money in the long-run. He must be able to address each customer's needs with technical know-how and an ability to communicate his knowledge. Which of the following best describes Tom's job title?

• retail salesperson

• detail salesperson

• technical representative

• service salesperson

• account representative

Andrea sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture of furniture. The products she sells to furniture makers is nontechnical in nature. Which of the following would best describe Andrea's job?

• account representative

• sales clerk

• technical specialist

• order taker

• sales representative

Fundamentally, what is the main goal of "relationship marketing"?

• creates social responsibility

• eliminates cognitive dissonance

• is another term for reciprocal selling arrangements

• is the creation of customer loyalty

• only occurs with transaction selling

In the context of a sales cycle, the _____ is at the center of the sales solar system.

• seller firm's national sales manager

• salesperson

• customer

• seller firm's vice president of marketing

When Lyndale Industries, a regional producer of specialty baked goods, purchased a delivery van, the salesperson knew that once the sale was made, there was no need in maintaining further contact with the company. Lyndale would not be purchasing any more vans in the foreseeable future. This is an example of what kind of selling?

• transformational selling

• intrinsic selling

• relationship selling

• transactional selling

• proactive selling

When Arthur sold a computer network to a Fortune 500 company, he often called on the company's purchasing department to see if employees were satisfied with the network and to see if the company had any need for an upgrade or additional software. This is an example of what kind of selling?

• transformational selling

• customer maintenance

• relationship selling

• transactional selling

• proactive marketing