Your company is growing rapidly. You decide that it is time to expand geographically by opening a branch office in another section of the state. You want to be sure that the new branch office will immediately operate profitably. You decide that in order to assure the success of your new branch office, you will need to rapidly get a positive message out to the local business community through extensive networking. To lead this effort, you should begin to search your company for a person with which type of personality? 

Your company is growing rapidly. You decide that it is time to expand geographically by opening a branch office in another section of the state. You want to be sure that the new branch office will immediately operate profitably. You decide that in order to assure the success of your new branch office, you will need to rapidly get a positive message out to the local business community through extensive networking. To lead this effort, you should begin to search your company for a person with which type of personality? 

Your annual bonus is calculated as 15% of the new revenue you produce each year. You want to buy a house by year end and set a goal to receive a bonus of $40,000 for the down payment and closing costs. In setting your goals for the year, you want to know what your key activities should be. You have been collecting some data regarding your conversion rates. Your average sale is $500. Approximately 3 out of every 5 prospects you meet with twice will buy from you. Approximately 4 out of every 5 prospects you meet with once will agree to a second meeting. On the phones, 3 out of every 10 prospecting calls will agree to meet with you a first time. Your internet lead screening process is still unproven and you have calculated that for internet inquiries (leads) you receive, half will answer the phone and talk with you. How many total internet leads do you need to make  the bonus you want to make?

The best way to advance your career is to:

Weitz and Bradford propose that there will be new challenges facing sales organizations in the ‘partnering era.” They identify all but which of the following as challenges for sales managers in  organizations that want to develop long-term partnerships with customers. 

You are an Assistant Coach for the UF baseball team. You are on a recruiting visit in Tampa talking to the best high school baseball player in Florida. You are trying to get him to commit to attending UF and playing baseball for the Gators. He informs you that his father played baseball for LSU. He also states that since LSU has more NCAA Baseball Championships than UF (which is true), he thinks that LSU might be a better place for him. Your best course of action is to:

You are a sales manager with several salespeople under your supervision. You have a young lady who is diligent and disciplined about prospecting regularly. She has identified literally hundreds of potential clients for your company’s newest product. Unfortunately, she has found that the new product is priced above the competitor’s price. She is discouraged because the first few sales calls she made didn’t go well after the client heard the price. She calls you for advice. Your best response is:

Closed questions are most useful for which of the following? A. To get the customer to talk freely B. To get a reluctant customer to begin to open up to you C. To get specific information D. To save time E. To establish connection

Open questions are designed to do many things in a sales context. Which of the following are accomplished when you, as the salesperson, interact through a series of open questioning? A. Get the customer to talk freely B. Get the customer to reveal unknown needs C. Get the customer to provide specific information D. Help you retain control of the conversation

Green River Gas Company offers to sell Far East Energy, Ltd., a certain quantity of liquefied natural gas. If Far East sends an acceptance via FedEx, Green River’s authorized mode of communication, it will be effective when it is