A hospital is considering changing its supplier of replacement joints. While surgeons make the final decision, the hospital's purchasing department is promoting Kyocera because it manufacturers one of the cheapest and most durable hip joints on the market. In terms of the buying center, the purchasing department is a(n):

Kevin works for Irish Pub Company, a design and construction outfit that sells completely finished, made in Ireland pubs - complete with everything from beer taps to mosaic floors to decorative bric-a-brac like antique whiskey bottles - to American entrepreneurs. Kevin is trying to sell the Irish pub concept to a retired NYC business executive who wants to own his own business. Since the executive is not an experienced pub owner and is reluctant to invest $300K in the project, Kevin should consider this to be a _______ buying situation.

The manufacturer of Fancy Feast cat food has purchased "can sheets" for making its cans from Alcoa Aluminum for years, but it has recently decided to become more environmentally friendly. In doing so, it plans to ask Reynolds aluminum about its recycling project. In this instance, the purchase of sheet cans from Reynolds would be an example of a ______________ situation.

Daplast is a Spanish company that manufacturers stadium seating for sports venues. It is one of many such manufacturers. The purchase of Daplast stadium seating for a new 2016 Olympic stadium would probably be an example of a(n) _______ situation while the purchase of replacement 40 year old seating for the Ohio State University football stadium from Daplast would probably be a(n) _______ situation.

The human resource director at a commercial laundry is having trouble providing the labor needed for the business. In a trade journal, he read about a VAC Soil Counting System that is a computerized system for sorting and counting incoming soiled textiles. The system can reduce labor costs by up to 50%. He called the toll-free number in the ad and has talked to the salesperson. The VAC salesperson had been trying to get an interview with the owner of the laundry for over a year, so he was pleased when the HR director showed interest in the product and expressed willingness to take the information to the owner. In terms of the buying center, the HR director is acting as a(n):

The human resource director at a commercial laundry is having trouble providing the labor he needs for the business. In a trade journal, he read about a VAC soil counting system that is a computerized system for sorting and counting incoming soiled textiles. The system can reduce labor costs by up to 50%. He is encouraging the floor supervisor to buy the system, but the supervisor says while he liked to see such a system used by the laundry, such a decision has to be approved by the laundry's owner. In terms of the buying center, the HR director is a(n) ______, the supervisor is a(n) ________ and the owner is a(n) _______.

Bruce is the executive assistant to a movie director. It is his job to examine all scripts sent to the director for consideration. If Bruce likes a script, he gives it to the director to read, and if he does not like a script, he throws it in the trash. In terms of the buying center, Bruce serves as a(n):

Handle has established a small company that manufacturers decorative items for homes. One of the company's latest items is a line of thermometers reproduced from ones that were given away for free before World War II. Since quality is essential to the company's success, it spent a great deal of time and effort locating the best suppliers for the metal, wood, paint and mercury that went into its first round of production. The purchase of these components would be an example of a ______ buying situation.

Moira and Mariah Kelley are sisters. Both are risk avoiders. They both speak slowly and softly in a monotone voice, have deliberate and stiff movement, and use few gestures. Both hate to be late and don't like people who are late. They don't like casual dress at work, and they appreciate lectures that include lots of facts and figures. The Kelley sisters would be classified as:

During a break in the monthly sales meeting David, your company's newest salesperson tells his sales manager, "I wish i could figure out my new prospect. He is friendly, seems to agree with everything i say, but he keeps postponing a decision about which company will be his primary supplier. It's driving me nuts!" Based on your knowledge of the social style matrix, you can advise David that he is dealing with a(n):

"With your gardening background, Ms. Black, I'm sure you can see the time and energy savings from investing in this new self-propelled tiller B.cause you can put in an even bigger vegetable garden with the same energy and have more vegetables to sell, you will be able to more than repay the initial investment after the first year, even when we factor in an assumed rate of interest of 12.5%." Based on this excerpt from a salesperson's presentation, you must assume Ms. Black is a(n):

Roger is a sales representative for a farm equipment supplier. Almost twice a month, he visits Frank Copeland's farm. Copland has not bought a new piece of equipment from Roger in the last 20 years, but he always seems to know who is looking to buy Roger's goods. Copland likes to gossip and shares his information with Roger freely. Frank Copeland would be a good example of a :

Victor is calling on Meridian Cabinet Works. His goal is to close the deal for a customized profile sander valued at about $3,500. He would be willing to accept a purchase of one of his firm's ready-made sanders, which cost about $2,000. Victor would try to convince the owner of Meridian to use the sander and to provide his company with a testimonial because this would help him approach other local wood workers. For Victor, the sale of the custom-built profile sander is his __________.

Victor is calling on Meridian Cabinetworks. His goal is to close a deal for a customized profile sander valued at about $3,500. He'd be willing to accept if Meridian purchases one of his firm's ready-made sanders, which cost about $2,000. Victor wants to convince the owner of Meridian to use the sander and to provide his company with a testimonial that would help him approach other local wood workers. For Victor, the sale of the less expensive ready-made profile sander is his ______.

Norah's goal for her upcoming sales call is to sell 10 cases of anchovies to Darby's Diner though she would be willing to accept an order for just 5 cases too. Additionally, she is planning to approach the owner into an agreement to purchase anchovies only from her supplier. For Norah, setting up a straight rebuy situation with Darby's Diner is her ______ in this scenario.

TecAmerica, Inc. sells electronic scales used for weighing meats and vegetables. A salesperson for TECAmerica is calling on the headquarters of Kroger supermarkets. He has set his sales call objectives to meet the members of the buying center, to have his product brochures sent to the appropriate geographic division managers of Kroger, and to be allowed to demonstrate the superiority of his company's scales. If he truly expects to achieve his call objective of meeting the members of the buying center, then the others would be classified as _____ call objectives.

Flora is a chief supplier of flowers to retailers in Dallas. Haley, a salesperson at Flora, is planning to call on a supermarket chain that stocks flowers but does not buy its supplies from Flora yet. Why would Haley set multiple call objectives including the goals of getting the company to buy its Valentine package for $129 and convincing them to display Flora's samples in some of its stores for her first meeting itself?

Aaron, a safety equipment salesperson, was making his second sales call on a prospective client. Aaron wanted to have a meeting with the focus of _______ because this individual would be able to explain how the company was not adequately protecting its employees from potential injuries.

Personal selling is defined as a business activity involving a person-to-person communication process during which a seller uncovers and satisfies the needs of a buyer to the mutual:

According to Rackham's research in SPIN good selling depends upon ________ more than any other single factor.

Which of the following is the MOST powerful of all SPIN questions?

According to Rackham's research which of the following is the least powerful of the SPIN questions?

In successful sales calls who does most of the talking?

Which statement about situation questions is false?

Which of the following is an example of a situation question?

What is the single most critical skill to becoming an effective salesperson?

What impact do implications question have?