The case of Rockwell Automation's sales rep, Jeff Policicchio, who provided a detailed value-assessment for a condiment producer's pump problem, is an example of what sales approach?
Explanation
The Rockwell Automation example illustrates the power of value selling. Instead of competing on price, the salesperson focused on demonstrating the long-term cost savings and superior value of their solution, which ultimately won the business even at a higher initial cost.
Other questions
What is the primary characteristic that defines personal selling as part of the promotion mix?
What dual role does a salesperson play, acting as a critical link between the company and its customers?
What is the primary function of a sales force organized by a customer (or market) sales force structure?
What is the primary purpose of using a team selling approach to service large, complex accounts?
According to research by Gallup Consulting, which of the following is considered one of the four key talents of the best salespeople?
What is the primary function of a sales force compensation plan that includes a larger commission component coupled with a new account bonus?
According to the '2014 Performance Optimization Study' cited in the text, what percentage of a salesperson's total working time is spent on active selling (face-to-face or phone)?
What term is used to describe the use of online, mobile, and social media to engage customers, build stronger customer relationships, and augment sales performance?
What is the first step in the personal selling process?
What is the primary difference between transaction-oriented selling and relationship marketing?
What is the defining characteristic of sales promotion as a promotion mix tool?
In the average consumer packaged-goods company, what percentage of all marketing budgets does sales promotion account for?
Which of the following is an example of a consumer promotion tool?
What are sales promotion tools used to persuade resellers to carry a brand, give it shelf space, and promote it in advertising called?
The SunGard case study describes a complete transformation of its sales force. What was the central shift in its basic sales approach?
What is a sales quota?
What is the primary drawback of a sales force compensation plan that is heavily based on commission?
Which step in the selling process involves the salesperson learning as much as possible about a prospective customer before making a sales call?
The practice of creating a brand-marketing event or serving as a sponsor of events created by others is known as what?
What is the term for the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying?
Which type of sales promotion tool is described as the most effective, but also most expensive, way to introduce a new product?
In the context of the selling process, what is value selling?
What are rebates or cash refunds in the context of consumer promotions?
According to the 'B-to-B Salespeople: In This Digital and Social Media Age' box, what percentage of the buying process are business buyers through before they reach out to a vendor?
What is the final step in the personal selling process, which is necessary to ensure customer satisfaction and repeat business?
Which of the following describes the territorial sales force structure?
What is the term for useful articles imprinted with an advertiser’s name, logo, or message that are given as gifts to consumers?
According to the text, what is the estimated cost to a company for a bad sales hire?
What is the primary goal of the 'supervision' aspect of sales force management?
Point-of-purchase (POP) promotions include which of the following?
What is the primary difference between a contest and a sweepstakes as a sales promotion tool?
According to one study, what percentage of the top 100 retailers use digital promotions, such as mobile coupons?
What is a primary objective for trade promotions?
In the 'Toyota's Music Festival Strategy' case, what is the primary purpose of using music festivals as a promotional tool?
Salespeople who conduct business from their offices via telephone, online, and social media interactions are part of the:
According to a study cited in the chapter, the average number of decision-maker contacts a telemarketer can make per day is:
Which of the following is NOT listed as one of the major sales force management steps?
A sales consulting firm cited in the text estimates that the top 30 percent of salespeople in a typical sales force might bring in what percentage of the sales?
What is the primary message of the 'Real Marketing 16.1' box titled 'B-to-B Salespeople: In This Digital and Social Media Age, Who Needs Them Anymore?'
According to the text, what is the term for a standard that states the amount a salesperson should sell?
Which of the following is a tool used for business promotions?
When a salesperson completes details on delivery time and purchase terms right after closing a sale, they are engaging in which step of the selling process?
What is a primary reason for the rapid growth of sales promotion?
The practice of dropping in unannounced on various offices to find potential customers is known as:
What is a key benefit of using a product sales force structure?
According to the text, a disciplined work style is one of the key talents of a super salesperson. This means they:
Which of the following is an example of a trade promotion tool?
What is the primary objective of a 'sales contest' as a business promotion tool?
In the selling process, what is the key difference between the 'approach' step and the 'presentation' step?