Question 1

With the compensation approach to handling objections,the salesperson:

Accepted Answer

A) will allow the customer to talk about his or her fears and worries,then relate how another customer had similar fears and how the product being sold met those fears or worries. 
B) answers the objection directly. 
C) will reply "yes,but ..." and then explain how the product's benefits will answer the customer's objection. 
D) avoids confrontation by sympathizing with the customer,then provides the correct information. 
A) will allow the customer to talk about his or her fears and worries,then relate how another customer had similar fears and how the product being sold met those fears or worries. 
B) answers the objection directly. 
C) will reply "yes,but ..." and then explain how the product's benefits will answer the customer's objection. 
D) avoids confrontation by sympathizing with the customer,then provides the correct information.

Question 2

When promotional materials are only sent to customers who have given their approval,the program is called:

Accepted Answer

A) direct mail. 
B) internet marketing. 
C) permission marketing. 
D) a frequency program. 
A) direct mail. 
B) internet marketing. 
C) permission marketing. 
D) a frequency program.

Question 3

Successful database marketing requires a quality data warehouse.

Accepted Answer

A) True 
 B)False

Question 4

The internet has not been a successful medium for direct response advertising.

Accepted Answer

A) True 
 B)False

Question 5

Direct sales are not an attractive method for selling products to consumers.

Accepted Answer

A) True 
 B)False

Question 6

When purchasing a direct mailing list,a response list consists of individuals who have:

Accepted Answer

A) met a specific demographic profile. 
B) responded to previous direct mail offers made by the company purchasing the list. 
C) made purchases or responded to direct mail offers in the past. 
D) responded to a direct mail offer within the last 30 days. 
A) met a specific demographic profile. 
B) responded to previous direct mail offers made by the company purchasing the list. 
C) made purchases or responded to direct mail offers in the past. 
D) responded to a direct mail offer within the last 30 days.

Question 7

Personalized communications with customers through database information builds relationships and leads to both repeat purchases and customer loyalty.

Accepted Answer

A) True 
 B)False

Question 8

The program designed to build long-term loyalty and bonds with customers through the use of a database is:

Accepted Answer

A) permission marketing. 
B) direct marketing. 
C) customer relationship management. 
D) frequency marketing. 
A) permission marketing. 
B) direct marketing. 
C) customer relationship management. 
D) frequency marketing.

Question 9

What is a data warehouse and what type of data should it contain?

Accepted Answer

A data warehouse holds all of the custom

Question 10

The basic idea behind customer relationship management is that companies can use databases to customize products and communications to customers that would result in higher sales and profits.

Accepted Answer

A) True 
 B)False

Question 11

The mission-sharing sales approach:

Accepted Answer

A) strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs. 
B) requires the two organizations to develop a common mission. 
C) requires employees from the selling organization to analyze the buyer's business. 
D) uses specific statements to elicit specific responses from customers. 
A) strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs. 
B) requires the two organizations to develop a common mission. 
C) requires employees from the selling organization to analyze the buyer's business. 
D) uses specific statements to elicit specific responses from customers.

Question 12

Through search engine optimization,brand managers can place direct response ads before consumers who are searching the internet to either purchase a product or to obtain additional information.

Accepted Answer

A) True 
 B)False

Question 13

In the selling process,which step follows the sales presentation?

Accepted Answer

A) Handling objections 
B) Knowledge acquisition 
C) Sales closing 
D) Follow-up 
A) Handling objections 
B) Knowledge acquisition 
C) Sales closing 
D) Follow-up

Question 14

Haley often purchases clothes from the VF Corporation online.On her birthday,the company sends her an email birthday card with a voucher for $20 off on her next online purchase.This is an example of:

Accepted Answer

A) data mining. 
B) customer cluster analysis. 
C) data coding. 
D) trawling. 
A) data mining. 
B) customer cluster analysis. 
C) data coding. 
D) trawling.

Question 15

Identify and define the four types of sales presentation.

Accepted Answer

1.Stimulus-response uses specific stimul

Question 16

For a company developing a loyalty program,the most attractive group of individuals is which type of user?

Accepted Answer

A) Light 
B) Moderate 
C) Heavy 
D) New 
A) Light 
B) Moderate 
C) Heavy 
D) New

Question 17

In purchasing a direct mailing list,a response list consists of individuals who have:

Accepted Answer

A) met a specific demographic profile. 
B) responded to previous direct mail offers made by the company purchasing the list. 
C) made purchases or responded to direct mail offers in the past. 
D) responded to a direct mail offer within the last 30 days. 
A) met a specific demographic profile. 
B) responded to previous direct mail offers made by the company purchasing the list. 
C) made purchases or responded to direct mail offers in the past. 
D) responded to a direct mail offer within the last 30 days.

Question 18

The internet and email provide excellent,cost-effective channels of communication to build long-term relationships with customers.

Accepted Answer

A) True 
 B)False

Question 19

In a sales presentation,which approach is often used by telemarketers,retail sales clerks,and new field salespeople?

Accepted Answer

A) Mission-sharing 
B) Need-satisfaction 
C) Problem-solution 
D) Stimulus-response 
A) Mission-sharing 
B) Need-satisfaction 
C) Problem-solution 
D) Stimulus-response

Question 20

In general,customer relationship management programs should be designed to enhance customer loyalty.

Accepted Answer

A) True 
 B)False

With the compensation approach to handling objections,the salesperson:

When promotional materials are only sent to customers who have given their approval,the program is called:

Successful database marketing requires a quality data warehouse.

The internet has not been a successful medium for direct response advertising.

Direct sales are not an attractive method for selling products to consumers.

When purchasing a direct mailing list,a response list consists of individuals who have:

Personalized communications with customers through database information builds relationships and leads to both repeat purchases and customer loyalty.

The program designed to build long-term loyalty and bonds with customers through the use of a database is:

What is a data warehouse and what type of data should it contain?

The basic idea behind customer relationship management is that companies can use databases to customize products and communications to customers that would result in higher sales and profits.

The mission-sharing sales approach:

Through search engine optimization,brand managers can place direct response ads before consumers who are searching the internet to either purchase a product or to obtain additional information.

In the selling process,which step follows the sales presentation?

Haley often purchases clothes from the VF Corporation online.On her birthday,the company sends her an email birthday card with a voucher for $20 off on her next online purchase.This is an example of:

Identify and define the four types of sales presentation.

For a company developing a loyalty program,the most attractive group of individuals is which type of user?

In purchasing a direct mailing list,a response list consists of individuals who have:

The internet and email provide excellent,cost-effective channels of communication to build long-term relationships with customers.

In a sales presentation,which approach is often used by telemarketers,retail sales clerks,and new field salespeople?

In general,customer relationship management programs should be designed to enhance customer loyalty.

Integrated Marketing Communications

Corporate Image and Brand Management

Buyer Behaviors

The Imc Planning Process

Advertising Management

Advertising Design

Traditional Media Channels

Digital Marketing

Social Media

Alternative Marketing

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters

Exam 11: Database and Direct Response Marketing and Personal Selling

With the compensation approach to handling objections,the salesperson:

When promotional materials are only sent to customers who have given their approval,the program is called:

Successful database marketing requires a quality data warehouse.

The internet has not been a successful medium for direct response advertising.

Direct sales are not an attractive method for selling products to consumers.

When purchasing a direct mailing list,a response list consists of individuals who have:

Personalized communications with customers through database information builds relationships and leads to both repeat purchases and customer loyalty.

The program designed to build long-term loyalty and bonds with customers through the use of a database is:

What is a data warehouse and what type of data should it contain?

The basic idea behind customer relationship management is that companies can use databases to customize products and communications to customers that would result in higher sales and profits.

The mission-sharing sales approach:

Through search engine optimization,brand managers can place direct response ads before consumers who are searching the internet to either purchase a product or to obtain additional information.

In the selling process,which step follows the sales presentation?

Haley often purchases clothes from the VF Corporation online.On her birthday,the company sends her an email birthday card with a voucher for $20 off on her next online purchase.This is an example of:

Identify and define the four types of sales presentation.

For a company developing a loyalty program,the most attractive group of individuals is which type of user?

In purchasing a direct mailing list,a response list consists of individuals who have:

The internet and email provide excellent,cost-effective channels of communication to build long-term relationships with customers.

In a sales presentation,which approach is often used by telemarketers,retail sales clerks,and new field salespeople?

In general,customer relationship management programs should be designed to enhance customer loyalty.

Integrated Marketing Communications

Corporate Image and Brand Management

Buyer Behaviors

The Imc Planning Process

Advertising Management

Advertising Design

Traditional Media Channels

Digital Marketing

Social Media

Alternative Marketing

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters