The process of recommending products or services that are related to the main item sold to the customer is known as ________

Standardization, as a characteristic of salesperson performance evaluation methods, can be defined as

A. the need for the measurement instruments and evaluation process to be similar throughout the sales organization. B. the ability of the measure to provide accurate assessments of the criteria they're intended to measure. C. the ability of the measure to meet the needs of the sales organization. D. the need for the measures to be stable over time and exhibit internal consistency.

When developing a product strategy, the salesperson must:

A) review information on consumer motivation B) adopt the marketing concept C) adopt the sure-win philosophy D) consider price above other aspects of the product E) use feature-benefit analysis