Question 1

Customer loyalty depends on quality products and:

Accepted Answer

A) quality relationships 
B) low prices 
C) free shipping 
D) custom installation 
E) little contact 
A) quality relationships 
B) low prices 
C) free shipping 
D) custom installation 
E) little contact

Question 2

Business firms vary in terms of how strongly they support the marketing concept.

Accepted Answer

A) True 
 B)False

Question 3

The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation.

Accepted Answer

A) True 
 B)False

Question 4

When UPS was first established,founder Jim Casey described the firm's focus as follows:

Accepted Answer

A) to become a leader in international shipping 
B) to become the world's most profitable company 
C) to render perfect service to our stores and their customers 
D) to become the world's most efficient shipping company 
E) to become the fastest shipper in the world 
A) to become a leader in international shipping 
B) to become the world's most profitable company 
C) to render perfect service to our stores and their customers 
D) to become the world's most efficient shipping company 
E) to become the fastest shipper in the world

Question 5

Consultative-style selling practices have become popular because they can be easily mastered.

Accepted Answer

A) True 
 B)False

Question 6

List and describe the five strategic steps of the Strategic Consultative/Selling Model.

Accepted Answer

1.Developing a personal selling philosop

Question 7

The marketing concept is the foundation of the sales methods and techniques used since the 1950s.

Accepted Answer

A) True 
 B)False

Question 8

Maintaining high ethical standards:

Accepted Answer

A) can strengthen your relationship with a customer 
B) should be secondary to closing a sale 
C) is rare in the world of sales 
D) will lead to lost revenue for a company 
E) often puts you in conflict with your customers 
A) can strengthen your relationship with a customer 
B) should be secondary to closing a sale 
C) is rare in the world of sales 
D) will lead to lost revenue for a company 
E) often puts you in conflict with your customers

Question 9

A(n)________ is a well-thought-out plan for establishing,building and maintaining quality selling relationships.

Accepted Answer

relationsh

Question 10

Jenny Johansson sells customized buses like the ones bands use while on road tours. Her company has recently assigned her to a new territory in the Upper Midwest, and she is reevaluating the sales strategies she used in her old territory in New England.
-Jenny is working on her sales strategy for a mid-sized town in her territory. One of her ideas is to stretch out of the traditional prospect pool of traveling performers,who are not headquartered in the Upper Midwest,and open up new markets with corporations that need customized buses for executives. This thinking process Jenny is participating in is called:

Accepted Answer

A) the value proposition 
B) the marketing mix 
C) presentation strategy 
D) strategic planning 
E) optimization 
A) the value proposition 
B) the marketing mix 
C) presentation strategy 
D) strategic planning 
E) optimization

Question 11

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.
-How can a salesperson add value to the transaction for a retail outlet buying the organizers to resell to customers?

Accepted Answer

A) by giving the outlet the same price rival calendars charge 
B) by helping the outlet place the order for the organizers 
C) by providing a free display stand and benefits list to outlets to help them sell 
D) by delivering the organizers to the outlets 
E) by penalizing outlets that do not sell many organizers with a smaller discount off retail price 
A) by giving the outlet the same price rival calendars charge 
B) by helping the outlet place the order for the organizers 
C) by providing a free display stand and benefits list to outlets to help them sell 
D) by delivering the organizers to the outlets 
E) by penalizing outlets that do not sell many organizers with a smaller discount off retail price

Question 12

During a presentation,when communicating the value proposition to the customer,Jenny should most likely focus on:

Accepted Answer

A) the features that make the bus special 
B) how much money driving a bus saves over chartering a plane 
C) how the bus will solve problems for the customer 
D) the gas mileage the bus gets 
E) the materials used in the modification of the bus 
A) the features that make the bus special 
B) how much money driving a bus saves over chartering a plane 
C) how the bus will solve problems for the customer 
D) the gas mileage the bus gets 
E) the materials used in the modification of the bus

Question 13

The marketing mix consists of product,promotion,place,and:

Accepted Answer

A) personnel 
B) principle 
C) perfection 
D) pride 
E) price 
A) personnel 
B) principle 
C) perfection 
D) pride 
E) price

Question 14

The four broad strategic areas of the Strategic/Consultative Selling Model are:

Accepted Answer

A) connected to each other 
B) in conflict with each other 
C) independent of each other 
D) not independent of each other 
E) identical to each other 
A) connected to each other 
B) in conflict with each other 
C) independent of each other 
D) not independent of each other 
E) identical to each other

Question 15

XFormation is a company that develops and delivers custom trainings for products, procedures, and change at companies. XFormation developers have extensive knowledge of adult learning theory, and the trainers are dynamic, engaged teachers.
-Which of the following is an example of a relationship strategy salespeople for XFormation could use?

Accepted Answer

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

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

As a presentation strategy,which of the following makes the most sense for XFormation sales representatives to follow?

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) Rehearse the standardized presentation so extensively that it is smooth and flawless,and any prospect would buy from the salesperson. 
D) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
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) Rehearse the standardized presentation so extensively that it is smooth and flawless,and any prospect would buy from the salesperson. 
D) Give a presentation to the customer after planning out the objectives carefully ahead of time. 
E) Understand the customer's needs and what and how they need to buy.

Question 18

A major reason for the demise of the product solution is the growing number of look-alike products.

Accepted Answer

A) True 
 B)False

Question 19

A company that ignores the marketing concept will not have any negative effects.

Accepted Answer

A) True 
 B)False

Question 20

CRM software is used to manage information about:

Accepted Answer

A) research and development 
B) competitors 
C) prospects and customers 
D) strategy 
E) market trends 
A) research and development 
B) competitors 
C) prospects and customers 
D) strategy 
E) market trends

Customer loyalty depends on quality products and:

Business firms vary in terms of how strongly they support the marketing concept.

The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation.

When UPS was first established,founder Jim Casey described the firm's focus as follows:

Consultative-style selling practices have become popular because they can be easily mastered.

List and describe the five strategic steps of the Strategic Consultative/Selling Model.

The marketing concept is the foundation of the sales methods and techniques used since the 1950s.

Maintaining high ethical standards:

A(n)________ is a well-thought-out plan for establishing,building and maintaining quality selling relationships.

During a presentation,when communicating the value proposition to the customer,Jenny should most likely focus on:

The marketing mix consists of product,promotion,place,and:

The four broad strategic areas of the Strategic/Consultative Selling Model are:

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

As a presentation strategy,which of the following makes the most sense for XFormation sales representatives to follow?

A major reason for the demise of the product solution is the growing number of look-alike products.

A company that ignores the marketing concept will not have any negative effects.

CRM software is used to manage information about:

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

Customer loyalty depends on quality products and:

Business firms vary in terms of how strongly they support the marketing concept.

The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation.

When UPS was first established,founder Jim Casey described the firm's focus as follows:

Consultative-style selling practices have become popular because they can be easily mastered.

List and describe the five strategic steps of the Strategic Consultative/Selling Model.

The marketing concept is the foundation of the sales methods and techniques used since the 1950s.

Maintaining high ethical standards:

A(n)________ is a well-thought-out plan for establishing,building and maintaining quality selling relationships.

During a presentation,when communicating the value proposition to the customer,Jenny should most likely focus on:

The marketing mix consists of product,promotion,place,and:

The four broad strategic areas of the Strategic/Consultative Selling Model are:

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

As a presentation strategy,which of the following makes the most sense for XFormation sales representatives to follow?

A major reason for the demise of the product solution is the growing number of look-alike products.

A company that ignores the marketing concept will not have any negative effects.

CRM software is used to manage information about:

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