SOLVED

Refer to the scenario below to answer the following questions. Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. “You might say we have all our eggs in one basket,” says owner Arthur Deetz. It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools’ customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial. 50) How would a customer sales force structure benefit Reliable Tools? A) It would eliminate the need for the company’s salespeople to travel to meet customers. B) It would enable the company’s salespeople to build close relationships with customers. C) It would help the company’s salespeople become experts in the products they sell. D) It would enable the company’s management to cut training costs substantially. E) It would make telemarketing irrelevant. 51) Which of the following promotions would be most appropriate for Reliable Tools to use in its attempt to promote its products and generate new business leads? A) rebates and price packs B) premiums C) specialty advertising D) samples E) conventions and trade shows 52) Which of the following is the first step in the personal selling process? A) handling objections B) follow-up C) presentation and demonstration D) preapproach E) prospecting and qualifying 53) In the ________ stage of the selling process, a company first identifies qualified potential customers. A) preapproach B) follow-up C) prospecting D) presentation E) approach 54) Prospects can be qualified by looking at all of the following characteristics EXCEPT ________. A) occupational mobility B) financial ability C) volume of business D) location E) possibilities for growth 55) During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________. A) closing B) satisficing C) presenting D) qualifying E) approaching 56) Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________. A) preapproach B) closing C) approach D) presentation E) prospecting 57) In which of the following steps of the selling process is a salesperson most likely to meet the customer for the first time? A) prospecting B) pre-approach C) follow-up D) approach E) closing 58) During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company’s product or service solves the customer’s problems. A) prospecting B) preapproach C) presentation D) closing E) follow-up 59) ________ refers to the sales step in which a salesperson asks the customer for an order. A) Prospecting B) Demonstration C) Approach D) Closing E) Handling objections