1. For U.S. market, Starbucks has eastern regional sales manager and western regional sales manager. Within western regions, Starbucks has Washington state district sales manager, Oregon district sales manager, etc. What type of sales department organization is it?

a. Selling function based

b. Product based

c. Geographic based

d. Market based

e. Customer type based

2. Which of the following is true about product based sales organization?

a. Individual salespeople are responsible for all products.

b. Different salespeople specialize in performing different selling functions, such as account development salespeople and account maintenance salespeople.

c. Individual salespeople are responsible for single or related products.

d. Every salesperson is assigned to different products and there is no duplication of effort.

e. All of the above are true

3. What is (are) the characteristic(s) for a great sales presentation?

Explains the value proposition

Asserts the advantages and benefits of the product

Enhances the customer's knowledge

All of the above are true

4. Lauren is a salesperson for the Sam non-stick pan. She starts her presentation with a solution - Sam non-stick pan provides a new technology to solve kitchen problems. What type of approach strategy does Lauren use?

a. Referral

b. Customer benefit

c. Question

d. Assessment

e. Product demonstration

5. Cuisinart recommends customers to fill out a detailed survey, which includes their demographics, Cuisinart usage experience, etc. This is an example of ________ approach strategy.

Referral

Customer benefit

Assessment

Product demonstration

6. When Lilly - a salesperson representing ABC bike - tries to introduce the functions of a new bike to John, he tells Lilly that he really likes Trek and have little knowledge about ABC brand. This is a concern of ________________

Do I need your product?

Do I trust your company?

I need more time to consider your product

Is this your best price?

None of the above is true

7. Tropicana changed their package a few years back. However, the new package does not bring much profit to Tropicana and many customers prefer the old package with big orange. This is because the new package brings about a concern of _________________

Do I need your product?

Do I trust your company?

Is this your best price?

I don't really know Tropicana

8. When developing a relationship with a new customer, the focus should be on the relationship between the salesperson and the company.

True

False

9. 9. The successful salespeople will believe that negotiation is a win-win solution.

True

False

10. If you are a good salesperson, your product needs to be just as good as the competitor's product.

True

False