Question

45. Jordan graduated in May with a degree in professional selling and accepted a position with Whirlpool as a sales representative. Jordan will be living in Michigan near the corporate headquarters for the first three months of employment with other recently hired sales representatives. The company will be providing a structured classroom typesetting to share information about its products, services, and sales process. In addition, Jordan and other sales representatives will be living in corporate housing that have a variety of appliance models including competitors, GE and Samsung. What management function most closely describes Jordan's first few months with Whirlpool? a. Training b. Recruitment and selection c. Organization d. Motivation 46. Getz Plumbing Supply is a family-owned business located in a town of 200,000 residents and serves professional plumbers and their customers. The company provides a wide variety of fixtures and materials as well as convenient operating hours. Plumbers often refer their customers to Getz and if a customer purchases their fixtures from Getz, the plumber typically receives a commission of 10 to 15% on the total sale. What type of sales channel is Getz Plumbing Supply utilizing? a. Over-the-counter selling b. Field selling c. Telemarketing d. Inside selling 47. Prior to making the approach to a potential customer, the salesperson should: a. outline objections and effective responses. b. break dowa product features and benefits by category. c. understand the way in which the industry operates. d. collect and analyze information about the potential customer 48. Which of the following is the most effective way for a sales manager to motivate salespeople to give their best? Setting annual goals for individuals instead of quarterly or monthly goals b. Setting extremely high targets c. Recognizing their efforts and offering simple incentives d. Creating expensive incentive programs

Answer 1

Answer
45. Training
Jordan is being trained prior to his/her on field job

46.Inside selling
This is part of inside selling as Gertz is indirectly selling without the knowlege of the customer.

47outline objections and effective responses
The sales person should understand what objections and what replies he/she might get fomr the potetial customer.

48Recognizing their efforts and offering simple incentives
This haelps sales persons feel appreciated and be motivated
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