Question 1

What is gamification, and what are the benefits associated with it?

Accepted Answer

Gamification is approaching other tasks

Question 2

______________ is the customer weighing the costs and benefits of a relationship with a seller; the benefits outweigh the costs.

Accepted Answer

A)  Customer value 
B)  Customer purchasing 
C)  Customer arithmetic 
D)  All of the above 
A)  Customer value 
B)  Customer purchasing 
C)  Customer arithmetic 
D)  All of the above

Question 3

Ashley has about a dozen highly profitable customers in her sales territory, but her marketing department is not efficient in communicating value to customers. One strategy she should consider is increasing utilizing ____________ for those customers.

Accepted Answer

A)  Targeted marketing 
B)  Customer marketing 
C)  Mass marketing 
D)  One-to-one marketing 
A)  Targeted marketing 
B)  Customer marketing 
C)  Mass marketing 
D)  One-to-one marketing

Question 4

Firing a customer is bad for business, and decreases profitability

Accepted Answer

A) True 
 B)False

Question 5

Ariana is the marketing manager for a clothing company. Ariana has decided that she needs to garner higher revenue from the 20-24 female age group throughout all stores company wide. Ariana needs a_______ strategy.

Accepted Answer

A)  Mass marketing 
B)  One-on-one marketing 
C)  Customer marketing 
D)  Target marketing 
A)  Mass marketing 
B)  One-on-one marketing 
C)  Customer marketing 
D)  Target marketing

Question 6

Name the four elements involved in a company's marketing mix.

Accepted Answer

The four elements ar

Question 7

The following are examples of touchpoints for a customer:

Accepted Answer

A)  Feedback forms 
B)  Sales calls 
C)  Website 
D)  All of the above 
A)  Feedback forms 
B)  Sales calls 
C)  Website 
D)  All of the above

Question 8

Combining another term with "technology" refers to the:

Accepted Answer

A)  Type of technology that exists 
B)  State of the respective field's knowledge and tools 
C)  The perceived value of technology 
D)  The technological environment at hand 
A)  Type of technology that exists 
B)  State of the respective field's knowledge and tools 
C)  The perceived value of technology 
D)  The technological environment at hand

Question 9

If your boss says, "Our ad strategy is to send email blasts to everyone in our local area," what is he or she referring to?

Accepted Answer

A)  Mass marketing 
B)  Target marketing 
C)  Customer marketing 
D)  Mail spamming 
A)  Mass marketing 
B)  Target marketing 
C)  Customer marketing 
D)  Mail spamming

Question 10

Give examples of communication tools, and explain how they are useful in boosting sales for a salesperson.

Accepted Answer

WebEx and Skype are communication tools

Question 11

Why is target marketing more effective than mass marketing?

Accepted Answer

Target marketing is more effective than

Question 12

Which of the following is an element of the marketing mix?

Accepted Answer

A)  Value 
B)  Advertising 
C)  Blended marketing 
D)  Promotion 
A)  Value 
B)  Advertising 
C)  Blended marketing 
D)  Promotion

Question 13

Explain why the knowledge discovery stage of effective CRM can cause ethical difficulties. How can these difficulties be prevented?

Accepted Answer

The knowledge discovery stage provides t

Question 14

Name several advantages to CRM, and give examples of them.

Accepted Answer

The main advantages of CRM are as follow

Question 15

When identifying value-added services, a company should look inward and rely on a thorough evaluation of internal processes.

Accepted Answer

A) True 
 B)False

Question 16

Personal selling fits into a company's:

Accepted Answer

A)  CRM initiatives 
B)  Management productivity 
C)  Market communications mix 
D)  Technology 
A)  CRM initiatives 
B)  Management productivity 
C)  Market communications mix 
D)  Technology

Question 17

Gaming, a CRM technology, is useful for all of the following reasons EXCEPT:

Accepted Answer

A)  Helps make salespeople more engaging 
B)  Allows the customer to experience services or products before buying them 
C)  Separates the sales process from other competitors 
D)  Enhances the customer experience by having them play video games 
A)  Helps make salespeople more engaging 
B)  Allows the customer to experience services or products before buying them 
C)  Separates the sales process from other competitors 
D)  Enhances the customer experience by having them play video games

Question 18

The three categories that pertain to crucial CRM questions include:

Accepted Answer

A)  Customers, management, and managerial decision making 
B)  Customers, managers, and employees 
C)  Customers, the relationship, and managerial decision making 
D)  Customers, sales, and product mix 
A)  Customers, management, and managerial decision making 
B)  Customers, managers, and employees 
C)  Customers, the relationship, and managerial decision making 
D)  Customers, sales, and product mix

Question 19

Getting customers to commit to your products in the long run is customer loyalty.

Accepted Answer

A) True 
 B)False

Question 20

Johnny is a service employee at a utility company. Recently, a customer with a small account has been pestering Johnny each day for service, resulting in a lack of time given to other, more profitable customers. Johnny's manager suggests minimizing how much time is spent on this customer, and slowly weaning him off service calls. Johnny is:

Accepted Answer

A)  Being unethical 
B)  Minimizing customer investment 
C)  Firing the customer 
D)  Utilizing CRM timetables 
A)  Being unethical 
B)  Minimizing customer investment 
C)  Firing the customer 
D)  Utilizing CRM timetables

What is gamification, and what are the benefits associated with it?

______________ is the customer weighing the costs and benefits of a relationship with a seller; the benefits outweigh the costs.

Ashley has about a dozen highly profitable customers in her sales territory, but her marketing department is not efficient in communicating value to customers. One strategy she should consider is increasing utilizing ____________ for those customers.

Firing a customer is bad for business, and decreases profitability

Ariana is the marketing manager for a clothing company. Ariana has decided that she needs to garner higher revenue from the 20-24 female age group throughout all stores company wide. Ariana needs a_______ strategy.

Name the four elements involved in a company's marketing mix.

The following are examples of touchpoints for a customer:

Combining another term with "technology" refers to the:

If your boss says, "Our ad strategy is to send email blasts to everyone in our local area," what is he or she referring to?

Give examples of communication tools, and explain how they are useful in boosting sales for a salesperson.

Why is target marketing more effective than mass marketing?

Which of the following is an element of the marketing mix?

Explain why the knowledge discovery stage of effective CRM can cause ethical difficulties. How can these difficulties be prevented?

Name several advantages to CRM, and give examples of them.

When identifying value-added services, a company should look inward and rely on a thorough evaluation of internal processes.

Personal selling fits into a company's:

Gaming, a CRM technology, is useful for all of the following reasons EXCEPT:

The three categories that pertain to crucial CRM questions include:

Getting customers to commit to your products in the long run is customer loyalty.

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

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Exam 5: The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

What is gamification, and what are the benefits associated with it?

______________ is the customer weighing the costs and benefits of a relationship with a seller; the benefits outweigh the costs.

Ashley has about a dozen highly profitable customers in her sales territory, but her marketing department is not efficient in communicating value to customers. One strategy she should consider is increasing utilizing ____________ for those customers.

Firing a customer is bad for business, and decreases profitability

Ariana is the marketing manager for a clothing company. Ariana has decided that she needs to garner higher revenue from the 20-24 female age group throughout all stores company wide. Ariana needs a_______ strategy.

Name the four elements involved in a company's marketing mix.

The following are examples of touchpoints for a customer:

Combining another term with "technology" refers to the:

If your boss says, "Our ad strategy is to send email blasts to everyone in our local area," what is he or she referring to?

Give examples of communication tools, and explain how they are useful in boosting sales for a salesperson.

Why is target marketing more effective than mass marketing?

Which of the following is an element of the marketing mix?

Explain why the knowledge discovery stage of effective CRM can cause ethical difficulties. How can these difficulties be prevented?

Name several advantages to CRM, and give examples of them.

When identifying value-added services, a company should look inward and rely on a thorough evaluation of internal processes.

Personal selling fits into a company's:

Gaming, a CRM technology, is useful for all of the following reasons EXCEPT:

The three categories that pertain to crucial CRM questions include:

Getting customers to commit to your products in the long run is customer loyalty.

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters