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Chapter 5 Selling to major accounts



Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question.
 

1. 

How large an amount of money constitutes a major account?
a.
10% of the firm’s turnover
b.
£100,000 or more
c.
There is no specific amount
 

2. 

Which of the following is NOT a feature of a major sale?
a.
Long selling cycle
b.
Same-day closing
c.
Ongoing relationship between buyer and seller
 

3. 

A customer buying a photocopier would be:
a.
A simple episode with no previous relationship
b.
A complex episode with no previous relationship
c.
A complex episode in a well-developed relationship
 

4. 

Which of the following is NOT a major advantage of establishing a relationship?
a.
Adaptation
b.
Reconciliation
c.
Reduced transaction costs
 

5. 

What does PPF stand for?
a.
People, process, forces
b.
Product, process, facilitation
c.
Place, product, price
 

6. 

Which of the following is NOT a stage in KAM/PPF model?
a.
Partnership-KAM
b.
Synergistic-KAM
c.
Courtship-KAM
 

7. 

What is meant by demonstrating capability?
a.
Identifying and exploring the problem
b.
Showing that the firm has a solution for the problem and the capacity to put it in place
c.
Getting the buyer to commit to the solution
 

8. 

What is a continuation?
a.
The sales process carries on, but no specific action has taken place so far
b.
The sales process has moved further towards a decision
c.
The sales process has moved to a different subject
 

9. 

What does SPIN stand for?
a.
Sales, purchases, information and need
b.
Situation, problem, implication and need-payoff
c.
Solution, problem, ideas and niche
 

10. 

Which of the following is NOT true in major account selling?
a.
The more calls, the more sales
b.
Working smarter is better than working harder
c.
Coaching is about strategy, not skills
 



 
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