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

A strategy can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

(True/False)

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Question 41

To create value for a client,a salesperson must be able to persuade the client of the value needs.

(True/False)

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Question 42

The partnering concept,as an enhancement of personal selling,became popular in the 1970s.

(True/False)

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Question 43

It is not as important to focus on the marketing concept if a company has an established product.

(True/False)

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Question 44

When measured by either the number of people employed or expenses as a percentage of sales,personal selling is often the major promotional method used by American businesses.

(True/False)

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Question 45

Which of the following is a step to creating and delivering the customer value model?

(Multiple Choice)

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Question 46

A partnership is beneficial for both parties because the successive sales are:

(Multiple Choice)

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Question 47

List and describe the features of consultative selling.

(Essay)

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Question 48

A(n)________ strategy is a carefully conceived plan that will result in maximum responsiveness to customers.

(Short Answer)

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Question 49

There is no set path to using the marketing concept successfully.

(True/False)

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Question 50

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. -Because this product looks similar to other products and only differentiates itself when a customer uses it,customers might be more influenced to buy it because of:

(Multiple Choice)

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Question 51

Typical salespeople spend about 30 percent of their time in actual face-to-face situations.

(True/False)

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Question 52

Achieving a marketplace advantage by teaming up with another company whose products or services fit well with your own is referred to as a:

(Multiple Choice)

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Question 53

Peter Drucker stated that"the ________ defines the business."

(Short Answer)

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Question 54

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

(Short Answer)

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Question 55

The ultimate goal of the"marketing concept"is:

(Multiple Choice)

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Question 56

The highest form of partnering is the:

(Multiple Choice)

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Question 57

The customer strategy always takes into consideration:

(Multiple Choice)

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Question 58

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 the main goal for XFormation salespeople in terms of product strategy?

(Multiple Choice)

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Question 59

Account managers from Dentsply International help add value for their dentist customers by:

(Multiple Choice)

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Question 60

Showing 41 - 60 of 77

A strategy can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

To create value for a client,a salesperson must be able to persuade the client of the value needs.

The partnering concept,as an enhancement of personal selling,became popular in the 1970s.

It is not as important to focus on the marketing concept if a company has an established product.

When measured by either the number of people employed or expenses as a percentage of sales,personal selling is often the major promotional method used by American businesses.

Which of the following is a step to creating and delivering the customer value model?

A partnership is beneficial for both parties because the successive sales are:

List and describe the features of consultative selling.

A(n)________ strategy is a carefully conceived plan that will result in maximum responsiveness to customers.

There is no set path to using the marketing concept successfully.

Typical salespeople spend about 30 percent of their time in actual face-to-face situations.

Achieving a marketplace advantage by teaming up with another company whose products or services fit well with your own is referred to as a:

Peter Drucker stated that"the ________ defines the business."

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

The ultimate goal of the"marketing concept"is:

The highest form of partnering is the:

The customer strategy always takes into consideration:

Account managers from Dentsply International help add value for their dentist customers by:

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

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