Interaction at different levels between buyer and seller organizations, earlier supplier involvement in development process and long term focus to the relationships, represent the selling objectives of which stage of relationship development

• A) Commitment
• B) Exploration
• C) Expansion
• D) Awareness

On the basis of research, what percentage of time is spent by a sales person on face to face selling?

• A) 29%
• B) 13%
• C) 17%
• D) 5%

All are types of the buyers/users in a buying center except:

• A) Economic buyer
• B) Innovator
• C) Technical buyer
• D) Advocate

Enhancing the selling time and focusing on the customer strategically; are two strategies to

• A) Complete the audit of the company
• B) Market the product
• C) Enhance the sales productivity
• D) Maintain company financial account

While considering problems in time allocation by sales person; who is demanding and has more service needs even if there is a low sales potential

• A) Sales manager
• B) Sales person
• C) Company
• D) Customer

“There is tentative initial trial with limited commitment by both parties and this trial period may go on for an extended period of time”, describes which stage of relationship development

• A) Commitment
• B) Awareness
• C) Exploration
• D) Expansion

Gaining customer attention and demonstrating how the product or service satisfies a need; represent the selling objectives of which stage of relationship development

• A) Exploration
• B) Expansion
• C) Commitment
• D) Awareness

In which of the following territory management technique, the customers are identified on the basis of account opportunity and competitive position

• A) Sales response function
• B) Portfolio analysis
• C) Sales funnel
• D) ABC account classification

(Cost per call x number of calls required to complete a sale) / cost of sales as % of sales; is the formula for

• A) None of the provided options
• B) Break even volume
• C) Cost per call
• D) Minimum account size

Total disengagement from the relationship that may occur at any point of time in the relationship, describes which stage of the account relationship

• A) Awareness
• B) Dissolution
• C) Expansion
• D) Exploration

Selling more to the existing customers in the existing market refers to

• A) Market penetration
• B) Product development
• C) Market development
• D) Diversification

In ABC classification, which is true for B category classification of the customers?

• A) 20% customers 20% Sales
• B) None of the given options
• C) 65% customers 15% Sales
• D) 15% customers 65% sales

All are correct about the basic principles of territory coverage except

• A) Customer in neighboring areas should be covered in a sequence
• B) Route should not be circular
• C) Route should never cross itself
• D) Same route should not be used to and back from the customer

‘Focus on closing the sales’ and ‘limited call planning’ are the characteristics of which type of sales technique

• A) Consultative selling
• B) None of the given option
• C) Enterprise selling
• D) Transactional selling

“Pre-call planning” relates to which stage of selling process

• A) Interaction stage
• B) Pre-interaction stage
• C) Post interaction stage
• D) None of the above

Increasing awareness, increasing accessibility and increase visibility are guidelines for which of the following stage of buying process:

• A) Obtain
• B) Search
• C) Purchase
• D) Visit

Professionally handling of the customer, providing maximum convenience and providing detailed product information; are guidelines for which of the following stage of buying process:

• A) Obtain
• B) Purchase
• C) Search
• D) Visit

Number of calls per day x Number of net selling days =

• A) Breakeven
• B) Total numbers of calls per year
• C) Number of net selling days
• D) Total expense of sales person per year

All are the types of selling except:

• A) Transactional selling
• B) Calculative selling
• C) Enterprise selling
• D) Consultative selling

Assessment of specific need, individualistic approach and short term sales follow up; are the characteristics of which type of sales technique

• A) Transactional selling
• B) None of the given options
• C) Enterprise selling
• D) Consultative selling