2023 1 TCO 1 Candle Mix a supply house for scented and unscented tapers and other ceremonial candles | Assignments Online

1. (TCO 1) Candle-Mix, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, Kim, the owner of Candle-Mix, learns that the same candles that they sell are available from online retailers for at least 13% less. The firm will not be able to survive if customers continue purchasing from competing e-retailers. Candle-Mix maintains a storefront for selling candles but does not provide other services or products. Which of the following would most likely enable Candle-Mix to recapture their previous customers and gain new customers? (Points : 10)

Question 2.2. (TCO 3) Mondelez Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. How does Mondelez most likely benefit from hosting educational seminars? (Points : 10)

Question 3.3. (TCO 3) Robert Caruthers has just been hired by Kipler Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Robert on procedures and customers in his territory for three weeks before he retires, and Robert knows this is a huge opportunity to learn about the prospect base. When Robert asks which CRM system the company uses, the older representative says, “Everyone else here uses some computer program called Salesforce, but I won’t touch it. I know my customers like the back of my hand! I never needed to write anything down.” Robert becomes concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. He talks to the sales manager, who tells him the representative’s sales were decent, and all his invoices came in, so they left him alone and never forced him to use the CRM system. What will be the most likely outcome for Robert due to the retiring representative’s lack of record-keeping? (Points : 10)

Question 4.4. (TCO 4) George Kline is a sales representative for Southern-Swim, a swimming pool service and supply company. Southern-Swim sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Southern-Swim sells to both consumers and businesses. George has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. George relies on the buyer resolution theory to pursue sales. George is most likely vulnerable to which of the following factors? (Points : 10)

Question 5.5. (TCO 4) Chun Tai is a sales representative for Southern-Swim, a swimming pool service and supply company. Southern-Swim sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Southern-Swim sells to both consumers and businesses. Chun has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. Chun positions certain swimming pool accessories, such as slides and diving boards, to appeal to baby boomers with grandchildren. Which influence on buying decisions is most important in this situation? (Points : 10)

Question 6.6. (TCO 5) Women’s swimwear designer Keli Muan’a designs high-end swimsuits. The suits are sassy in style, but fit a wide variety of body shapes and sizes, which is unusual in the high-end market. Sales director Debbie Clark sells the suits to boutiques at exclusive resorts and hotels. These boutiques usually carry other high-end swimsuit lines. Which of the following is a probing question Debbie could ask a boutique buyer? (Points : 10)

Question 7.7. (TCO 5) Northern Fire Big Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by cities and counties to clear roads during snowstorms. Josh Andrews is the senior regional sales manager for New England. Josh goes into a meeting with the sanitation director of a large U.S. city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city’s plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.  Of the following, what is the first thing Josh should do after hearing about the recent situation? (Points : 10)

Question 8.8. (TCO 6) GoodYear Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as tractor-trailers of various sizes and weight limits. Ron, a sales representative for GoodYear, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers. By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using GoodYear tires, the sales representative is creating: (Points : 10)

Question 9.9. (TCO 6) Jorge Ortez works at the MittleRx Cosmetic counter at a high-end department store. His job is to give prospects a facial and makeover using MittleRx products and then sell them the products he used.  Jorge always says that he’s “in the business of making women feel good about how they look.”   Which of the following should Jorge most likely focus on during his presentation? (Points : 10)

Question 10.10. (TCO 6) Jack Wilson is a junior sales representative for a large equipment manufacturer. Kesha Waters, a senior sales representative, has requested that Jack help her to prepare a sales presentation for a new prospect. Jack and Kesha make a second call on a client to present the proposal. After thanking the prospect for agreeing to a meeting, Kesha says, “I would like to accomplish three goals during the time you’ve given us today.” Which approach is she most likely using? (Points : 10)

1. (TCO 8) Eagle Enterprises is a design company that sells office equipment, layout and furnishing packages to builders and developers. Bo Hernandez is a trade sales representative with Eagle Enterprises. As a trade sales representative, he promotes the company and its products to brokers who have their sales representatives selling Eagle’s designs, equipment and furnishings to clients. A large part of Bo’s job involves attending industry trade shows and working at the Eagle Enterprises booth at the exhibit hall of the trade show. Because Bo is not meeting with prospects, his time is divided into 2 to 3 day blocks of attending trade shows or training resellers. Which of the following is most likely true? (Points : 10)

Question 2.2. (TCO 8) Calico Computing is a firm that sells software integration and infrastructure packages to schools and universities. Georgia Redding is an inside sales representative with Calico Computing. As an inside sales representative, her sales presentations are made via webinar.  She reaches clients and prospects by phone, email, and instant messaging, all from her home office. According to Georgia, the best thing about her job is having a fulfilling professional career but never having to commute to an office. Which of the following would most likely help Georgia manage her time effectively? (Points : 10)

Question 3.3. (TCO 7) Tommy DesDain is the sales representative for the Holiday Zoo. He sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. Tommy has just finished negotiating all the details of Carole Madison’s upcoming wedding reception and is preparing to close the sale.  Carole is considerably interested in having her wedding at the zoo but seems to need help envisioning the process and benefits. Which of the following is a signal that Carole is ready to sign the contract to book the reception? (Points : 10)

Question 4.4. (TCO 7) Gina Robertson is a sales representative with Coast-to-Coast Trans, a company that provides full service chartered flights—airplanes, pilots, staff, and services—to client groups. She has just closed a large sale of several flights each week for four months to a service organization of college students. The students are sent on work service projects all across the United States. The first flights will begin one week after the closing date.  Gina is always striving for the “moment of magic” with her clients. This means: (Points : 10)

Question 5.5. (TCO 7) Ana Lexington is the director of Membership Programs for the St. Louis Museum. She develops the programs and sells them to museum visitors. The programs are tiered and include discounts and special member-only deals. Which of the following actions by Ana would most likely provide a moment of magic for new members of the museum? (Points : 10)