Chapter 1: Introduction to Sales Management

What is the primary goal of selling?

• To conduct market research

• To manage customer service

• To persuade a customer to buy a product or service

• To create new products

Which type of selling involves direct interaction with customers?

• Wholesale selling

• Personal selling

• E-selling

• Retail selling

In the B2C market, who is the primary buyer?

• Businesses

• Organizations

• Individual consumers

• Salespeople

What is a key characteristic of B2B selling?

• Building long-term relationships

• High volume, low value sales

• Focus on emotional decision-making

• Short sales cycle

Which function of a salesperson involves identifying new customers?

• Building goodwill

• Creating new customers

• Providing solutions

• Providing market information

What is one reason to choose a career in sales?

• Limited job opportunities

• Lack of autonomy

• Opportunity for advancement

• No challenges

What type of sales job focuses on selling products to retailers?

• Manufacturer selling

• Online selling

• Wholesale selling

• Retail selling

What distinguishes an order-taker from an order-getter?

• Order-takers actively seek new customers

• Order-getters process sales without persuasion

• Order-getters focus on existing customers

• Order-takers are proactive in selling

Which of the following is a characteristic of an order-getter?

• Actively seeks new customers

• Responds to inquiries

• Works in retail

• Processes sales

What is a key aspect of preparing for the 21st century in sales?

• Focusing solely on transactional sales

• Ignoring technology

• Understanding global markets

• Limiting customer interactions