Entr. 2B, U5L1

According to the text, why do most businesses need to engage in sales activities?

• To sit back and wait for purchases to roll in

• Because it's a legal requirement

• To make a profit by getting their offerings into the hands of customers

• To provide free samples to customers

What is one method mentioned that businesses use to help convert interested shoppers into customers?

• Offering discounts on all products

• Using a live help function through chat on their website

• Providing free transportation for customers

• Broadcasting advertisements on television

What is the role of salespeople in retail clothing stores, as mentioned in the text?

• To manage the store inventory

• To greet customers and assist with sizing and selections

• To design the clothing

• To perform accounting tasks

Which of the following is NOT mentioned as a function of salespeople?

• Estimating prices

• Answering questions about products and services

• Following up on customer inquiries

• Manufacturing products

How can salespeople interact with customers?

• Only face-to-face

• Only over the phone

• Only via live chat

• Over the phone, via email, and face-to-face

What is the tone of the interactions that salespeople can have with customers?

• Always informal

• Always formal

• Either formal or informal

• Neither formal nor informal

What is relationship selling according to the text?

• A strategy where sales are made without building a relationship with the customer

• A method of selling that prioritizes a strong connection to customers through attention and commitment over time

• A technique where salespeople are not assigned to specific customers

• A selling approach that focuses on one-time transactions rather than long-term relationships

How do pharmaceutical companies like Pfizer build trust with physicians?

• By providing the lowest cost medications

• By offering one-time product education sessions

• By using a combination of product education and other activities to promote trust over time

• By focusing solely on the benefits of their products without building relationships

Why is developing close business relationships an important part of marketing for return customers?

• It allows for better customer service.

• Customers are more likely to purchase from salespeople they like and find agreeable.

• It reduces the cost of marketing.

• It increases the number of new customers.

What is the significance of spending time with customers according to the 'Customer Intelligence' section?

• It helps salespeople to understand the company's marketing strategies better.

• It provides salespeople with insights into what their customers are saying about the company and its offerings.

• It is a company policy that all salespeople must follow.

• It allows salespeople to take breaks from their company colleagues.