Successful Selling of Complex Products Such as Computer Software Requires

question 10

Multiple Choice

Successful selling of complex products such as computer software requires excellent salespeople.Lack of quality service in the marketplace led Alan Hall,head of a small computer networking company,to open Technology Advancement Corporation in 1988.Today,Technology Advancement is a national field marketer with several divisions.The bulk of its business involves training and educating salespeople on the features,benefits,competitors,and market potential of Technology Advancement's clients' products.To date,Technology Advancement has focused on computer software and hardware makers and has launched most of the marquee names in the industry: Novell,Lotus Development,IBM,Microsoft,Apple Computer,Hewlett-Packard,Motorola,Intel,and Xerox,as well as smaller firms.
Here's how the Technology Advancement client relationship works for training.A marketer hires the company to promote its product or to launch a new product,and Technology Advancement assigns a team exclusively to that client.The team gathers and the client comes in and does the training.The training starts with explaining how personal selling fits the company strategy and how it differs from sales promotion.Latest developments in the selling process are explained with a special emphasis on networking,follow-up strategies,and postpurchase customer service.Many computer giants have reported that this type of training program has significantly affected their business.
-Refer to Technology Advancement.What is the advantage Technology Advancement is providing to computer firms?

• A) personal selling is better for complex products
• B) personal selling has more reach than other methods
• C) personal selling is less expensive on a per person contacted basis.
• D) personal selling is more effective than sales promotion

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