Question 1

When a marketer decides to adopt partnering,emphasis will most likely be placed on:

Accepted Answer

A) selling strategies 
B) product development 
C) selling tactics 
D) the customer 
E) the salesperson 
A) selling strategies 
B) product development 
C) selling tactics 
D) the customer 
E) the salesperson D

Question 2

As part of the marketing mix,the makers of the calendar will be running an advertising campaign directed at working mothers. Another part of the marketing mix is sending salespeople to sell:

Accepted Answer

A) calendars to retail outlets 
B) calendars to working mothers 
C) organizational skills to working mothers 
D) nostalgia to organizers 
E) organizational skills to online reviewers 
A) calendars to retail outlets 
B) calendars to working mothers 
C) organizational skills to working mothers 
D) nostalgia to organizers 
E) organizational skills to online reviewers A

Question 3

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork. All the mothers who have tried it have loved it, and it is priced comparably to normal planners, although it offers much more.
-The product was developed by gathering focus groups of mothers and asking them what they need and what they wish normal planners offered them. This method of product development most likely:

Accepted Answer

A) is costly and inefficient 
B) is performed by the marketing department 
C) subscribes to the marketing concept 
D) reduces the barriers to purchasing 
E) is a method developed in the last decade 
A) is costly and inefficient 
B) is performed by the marketing department 
C) subscribes to the marketing concept 
D) reduces the barriers to purchasing 
E) is a method developed in the last decade C

Question 4

Which of the following is the customer strategy that XFormation salespeople should use?

Accepted Answer

A) Understand all the training products they sell and how to customize a package for the customer. 
B) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
C) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
D) Spend enough time with the customer that the salesperson lives and breathes the customer's business. 
E) Understand the customer's needs and what and how they need to buy. 
A) Understand all the training products they sell and how to customize a package for the customer. 
B) Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis. 
C) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
D) Spend enough time with the customer that the salesperson lives and breathes the customer's business. 
E) Understand the customer's needs and what and how they need to buy.

Question 5

E-commerce has contributed to the decline in popularity of transactional selling.

Accepted Answer

A) True 
 B)False

Question 6

A key ingredient in the consultative selling process is:

Accepted Answer

A) discounting appropriately 
B) serving the client 
C) overcoming objections 
D) selling in teams 
E) asking for the sale 
A) discounting appropriately 
B) serving the client 
C) overcoming objections 
D) selling in teams 
E) asking for the sale

Question 7

The evolution of strategic selling can most likely be traced to:

Accepted Answer

A) a need to use fewer salespeople to sell more products 
B) the growing demand for less expensive products 
C) the need for salespeople to master sales force automation practices 
D) new sources of raw materials 
E) several trends that resulted in a more complex selling environment 
A) a need to use fewer salespeople to sell more products 
B) the growing demand for less expensive products 
C) the need for salespeople to master sales force automation practices 
D) new sources of raw materials 
E) several trends that resulted in a more complex selling environment

Question 8

Customer relationship management(CR
M)software aids salespeople in creating and maintaining relationships with customers.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following would be an example of partnering?

Accepted Answer

A) selling a customized bus to the CEO of the bus manufacturer 
B) renting customized buses to corporate customers through a car service agency that services corporations 
C) using the same brand of paint on all the buses they customize 
D) developing a standardized process to ensure the buses all receive the same steps,with differences within those steps 
E) creating two or more identical customizations for the same customer 
A) selling a customized bus to the CEO of the bus manufacturer 
B) renting customized buses to corporate customers through a car service agency that services corporations 
C) using the same brand of paint on all the buses they customize 
D) developing a standardized process to ensure the buses all receive the same steps,with differences within those steps 
E) creating two or more identical customizations for the same customer

Question 10

Sales departments and marketing departments often compete for:

Accepted Answer

A) the largest number of employees in the company 
B) the biggest customers 
C) financial resources and budget share 
D) management's favor 
E) product to give away 
A) the largest number of employees in the company 
B) the biggest customers 
C) financial resources and budget share 
D) management's favor 
E) product to give away

Question 11

The development of a personal selling philosophy most likely involves:

Accepted Answer

A) a full acceptance of the limits of the marketing concept 
B) a full appreciation of the tenets of the free enterprise system 
C) a desire to sell internationally 
D) assuming the role of a problem-solver in helping customers make complex buying decisions 
E) assuming the role of a competitor for customers' business 
A) a full acceptance of the limits of the marketing concept 
B) a full appreciation of the tenets of the free enterprise system 
C) a desire to sell internationally 
D) assuming the role of a problem-solver in helping customers make complex buying decisions 
E) assuming the role of a competitor for customers' business

Question 12

Which of the following statements would NOT be an application of the marketing concept?

Accepted Answer

A) Let's speed up production and get these products to customers faster by eliminating the field test. 
B) Let's show these product designs to some prospective buyers for their reactions. 
C) Let's examine our points of distribution to see if we're reaching the market effectively. 
D) Let's do some research to see which colors consumers prefer. 
E) Let's ask customers which products they used most heavily. 
A) Let's speed up production and get these products to customers faster by eliminating the field test. 
B) Let's show these product designs to some prospective buyers for their reactions. 
C) Let's examine our points of distribution to see if we're reaching the market effectively. 
D) Let's do some research to see which colors consumers prefer. 
E) Let's ask customers which products they used most heavily.

Question 13

Sharon Wiley is a sales representative employed by a leading producer of pharmaceuticals used in veterinary medicine. Recently she attended a university-sponsored seminar that focused on new research findings in selected areas of veterinary medicine. Ms. Wiley is most likely attempting to develop a:

Accepted Answer

A) relationship strategy 
B) customer strategy 
C) service strategy 
D) presentation strategy 
E) product strategy 
A) relationship strategy 
B) customer strategy 
C) service strategy 
D) presentation strategy 
E) product strategy

Question 14

Which of the following statements accurately describes value-added selling?

Accepted Answer

A) Value-added selling has emerged as a response to the product strategy. 
B) Value-added selling has emerged as a response to the customer economy. 
C) Value-added selling surfaced during the era of transactional selling. 
D) Value-added selling would not be an appropriate strategy in international markets. 
E) Value-added selling is only appropriate for services,not products. 
A) Value-added selling has emerged as a response to the product strategy. 
B) Value-added selling has emerged as a response to the customer economy. 
C) Value-added selling surfaced during the era of transactional selling. 
D) Value-added selling would not be an appropriate strategy in international markets. 
E) Value-added selling is only appropriate for services,not products.

Question 15

Consultative selling,which emerged in the late 1960s and early 1970s,is an extension of the marketing concept.

Accepted Answer

A) True 
 B)False

Question 16

The promotion element of a marketing program can be subdivided into the areas of:

Accepted Answer

A) sales,promotion,and advertising 
B) market research,personnel,and product publicity 
C) product research,product design,product production,and product publicity 
D) public relations,place,personal selling,and personnel 
E) sales promotion,public relations,personal selling,and advertising 
A) sales,promotion,and advertising 
B) market research,personnel,and product publicity 
C) product research,product design,product production,and product publicity 
D) public relations,place,personal selling,and personnel 
E) sales promotion,public relations,personal selling,and advertising

Question 17

Salespeople who have the skills and motivation to add value during the sales process are rewarded by:

Accepted Answer

A) exchange theory 
B) personal selling 
C) the transactional economy 
D) the information economy 
E) the post-consumer economy 
A) exchange theory 
B) personal selling 
C) the transactional economy 
D) the information economy 
E) the post-consumer economy

Question 18

Consultative selling emphasizes need identification,which the salesperson achieves by:

Accepted Answer

A) leading with the benefits of the product or service,not the features 
B) giving a professional sales presentation that engages multiple modalities 
C) mirroring the client's speech and body language to establish rapport 
D) carefully labeling all the steps to install and use the product 
E) asking the client questions and listening carefully to the answers 
A) leading with the benefits of the product or service,not the features 
B) giving a professional sales presentation that engages multiple modalities 
C) mirroring the client's speech and body language to establish rapport 
D) carefully labeling all the steps to install and use the product 
E) asking the client questions and listening carefully to the answers

Question 19

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

Accepted Answer

The answer of ________ selling can be defined as a...

Question 20

A well-thought-out plan for establishing,building,and maintaining quality relationships is a:

Accepted Answer

A) relationship strategy 
B) customer strategy 
C) product strategy 
D) presentation strategy 
E) personal selling philosophy 
A) relationship strategy 
B) customer strategy 
C) product strategy 
D) presentation strategy 
E) personal selling philosophy

When a marketer decides to adopt partnering,emphasis will most likely be placed on:

As part of the marketing mix,the makers of the calendar will be running an advertising campaign directed at working mothers. Another part of the marketing mix is sending salespeople to sell:

Which of the following is the customer strategy that XFormation salespeople should use?

E-commerce has contributed to the decline in popularity of transactional selling.

A key ingredient in the consultative selling process is:

The evolution of strategic selling can most likely be traced to:

Customer relationship management(CR M)software aids salespeople in creating and maintaining relationships with customers.

Which of the following would be an example of partnering?

Sales departments and marketing departments often compete for:

The development of a personal selling philosophy most likely involves:

Which of the following statements would NOT be an application of the marketing concept?

Sharon Wiley is a sales representative employed by a leading producer of pharmaceuticals used in veterinary medicine. Recently she attended a university-sponsored seminar that focused on new research findings in selected areas of veterinary medicine. Ms. Wiley is most likely attempting to develop a:

Which of the following statements accurately describes value-added selling?

Consultative selling,which emerged in the late 1960s and early 1970s,is an extension of the marketing concept.

The promotion element of a marketing program can be subdivided into the areas of:

Salespeople who have the skills and motivation to add value during the sales process are rewarded by:

Consultative selling emphasizes need identification,which the salesperson achieves by:

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

A well-thought-out plan for establishing,building,and maintaining quality relationships is a:

Relationship Selling Opportunities in the Information Economy

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 2: Evolution of Selling Models That Compliment the Marketing Concept

When a marketer decides to adopt partnering,emphasis will most likely be placed on:

As part of the marketing mix,the makers of the calendar will be running an advertising campaign directed at working mothers. Another part of the marketing mix is sending salespeople to sell:

Which of the following is the customer strategy that XFormation salespeople should use?

E-commerce has contributed to the decline in popularity of transactional selling.

A key ingredient in the consultative selling process is:

The evolution of strategic selling can most likely be traced to:

Customer relationship management(CR M)software aids salespeople in creating and maintaining relationships with customers.

Which of the following would be an example of partnering?

Sales departments and marketing departments often compete for:

The development of a personal selling philosophy most likely involves:

Which of the following statements would NOT be an application of the marketing concept?

Which of the following statements accurately describes value-added selling?

Consultative selling,which emerged in the late 1960s and early 1970s,is an extension of the marketing concept.

The promotion element of a marketing program can be subdivided into the areas of:

Salespeople who have the skills and motivation to add value during the sales process are rewarded by:

Consultative selling emphasizes need identification,which the salesperson achieves by:

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

A well-thought-out plan for establishing,building,and maintaining quality relationships is a:

Relationship Selling Opportunities in the Information Economy

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters