John Collins Has Been a Sales Rep for AdVance for 18

question 50

Multiple Choice

John Collins has been a sales rep for AdVance for 18 years. When he began his career with AdVance he followed the money and sold to any customer he could convince to buy. In the last five years,however,he has been focusing on acting with integrity in every selling situation. As a result,he has discovered that his initial close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers. What principle does this most likely demonstrate?

• A)Transactional sales are built on lower prices.
• B)Acting with integrity can be counterproductive to a salesperson.
• C)No amount of professional success is worth sacrificing integrity.
• D)A sales rep can have a long career even with low sales and few referrals.
• E)Honesty and sincerity build long-term partnering relationships with customers.

Know the role of logistics suppliers in distribution.

Understand the strategic considerations in designing channel strategies and choosing distribution intensity for different product categories.

Understand the diverse types of marketing objectives and their alignment with business unit objectives.

Identify and assess various sales forecasting methods suitable for different contexts.

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Definitions:

Population Mean

The average value of a characteristic of the entire population.

Population Standard Deviation

The square root of the variance in a population, describing how data points in the entire population deviate from the population mean.

Sample Size

The number of observations or items included in a sample, which represents a portion of the larger population.

Binomial Populations

Populations that follow a binomial distribution, characterized by only two possible outcomes for each trial.