ANS: Strategic Orchestrator PTS: 1 DIF: Hard REF: p. 15 OBJ: 5 19. The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________. ANS: Long-term Ally PTS: 1 DIF: Medium REF: p. 16 OBJ: 5 20. One of the selling foundations in the trust-based sales process is trust and ____________. ANS: Ethics PTS: 1 DIF: Medium REF: p. 17 OBJ: 6 21. The final stage of the trust-based sales process is ______________ customer relationships. ANS: Enhancing PTS: 1 DIF: Easy REF: p. 17 OBJ: 6 22. The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________. ANS: Prospecting PTS: 1 DIF: Hard REF: p. 17 OBJ: 6 23. In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________. ANS: Sales Call PTS: 1 DIF: Medium REF: p. 18 OBJ: 6 24. _________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders. ANS: Missionary PTS: 1 DIF: Medium REF: p. 20 OBJ: 7 25. Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________. ANS: Hunters PTS: 1 DIF: Medium REF: p. 21 OBJ: 7 26. Because order-takers specialize in maintaining current business, they are also called _________________.
ANS: Strategic Orchestrator PTS: 1 DIF: Hard REF: p. 15 OBJ: 5 19. The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________. ANS: Long-term Ally PTS: 1 DIF: Medium REF: p. 16 OBJ: 5 20. One of the selling foundations in the trust-based sales process is trust and ____________. ANS: Ethics PTS: 1 DIF: Medium REF: p. 17 OBJ: 6 21. The final stage of the trust-based sales process is ______________ customer relationships. ANS: Enhancing PTS: 1 DIF: Easy REF: p. 17 OBJ: 6 22. The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________. ANS: Prospecting PTS: 1 DIF: Hard REF: p. 17 OBJ: 6 23. In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________. ANS: Sales Call PTS: 1 DIF: Medium REF: p. 18 OBJ: 6 24. _________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders. ANS: Missionary PTS: 1 DIF: Medium REF: p. 20 OBJ: 7 25. Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________. ANS: Hunters PTS: 1 DIF: Medium REF: p. 21 OBJ: 7 26. Because order-takers specialize in maintaining current business, they are also called _________________.
SELL-Chapter-011.docx