Question 1

The process of building and maintaining strong customer relationships by providing customer value is called:

Accepted Answer

A) marketing concept 
B) value-added selling 
C) customer relationship management 
D) personal sales philosophy 
E) customer strategy 
A) marketing concept 
B) value-added selling 
C) customer relationship management 
D) personal sales philosophy 
E) customer strategy

Question 2

The four major strategies that form the strategic/consultative selling model are independent of one another.

Accepted Answer

A) True 
 B)False

Question 3

Transactional selling is less complicated than consultative selling because:

Accepted Answer

A) consultative selling takes into consideration the clients' varying needs 
B) consultative selling requires giving the client the product at the lowest price possible 
C) consultative selling is an earlier form of selling than transactional selling 
D) all sales begin with transactional selling 
E) a higher percentage of transactional sales close than do consultative sales 
A) consultative selling takes into consideration the clients' varying needs 
B) consultative selling requires giving the client the product at the lowest price possible 
C) consultative selling is an earlier form of selling than transactional selling 
D) all sales begin with transactional selling 
E) a higher percentage of transactional sales close than do consultative sales

Question 4

For a strategic account relationship to be successful,the first step is for a company to:

Accepted Answer

A) enlist legal assistance to make sure its interests are protected 
B) talk to the customer to discover what its needs are 
C) assemble a team of product experts 
D) define the ethical guidelines that will apply to the relationship 
E) find out as much about the proposed partner as possible 
A) enlist legal assistance to make sure its interests are protected 
B) talk to the customer to discover what its needs are 
C) assemble a team of product experts 
D) define the ethical guidelines that will apply to the relationship 
E) find out as much about the proposed partner as possible

Question 5

While making a sales presentation to the head of a local company,Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips,and has caused him to miss 10 flights in the previous year. This conversation is:

Accepted Answer

A) need identification 
B) relationship building 
C) price negotiation 
D) qualifying the prospect 
E) post-sales service 
A) need identification 
B) relationship building 
C) price negotiation 
D) qualifying the prospect 
E) post-sales service

Question 6

In a market characterized by vigorous competition,look-alike products and customer loyalty that depends on quality relationships as well as quality products,the salesperson should fully utilize the:

Accepted Answer

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

Question 7

At a party,Jenny talks to a flight attendant who mentions the passenger she had in first class who needed a second seat for his oxygen and other medical equipment. Jenny realizes that modifying buses for medical needs instead of luxury could open a whole new market. This is an example of:

Accepted Answer

A) product strategy 
B) transactional selling 
C) the persuader stage 
D) the marketing mix 
E) the marketing concept 
A) product strategy 
B) transactional selling 
C) the persuader stage 
D) the marketing mix 
E) the marketing concept

Question 8

Company management is having a difficult time deciding whether to allot more money to a marketing campaign involving ad buys and promotional events,or to a staff of sales representatives to sell the organizers. What factor should they consider in allotting the budget?

Accepted Answer

A) A national marketing campaign can cost more than the yearly salaries of an entire sales department. 
B) A marketing campaign can reach prospects in several geographic areas at the same time. 
C) Salespeople can visit several retail outlets a day. 
D) Salespeople work on commission. 
E) Even with a marketing campaign,retail outlets will need to order through and be trained on product knowledge by salespeople. 
A) A national marketing campaign can cost more than the yearly salaries of an entire sales department. 
B) A marketing campaign can reach prospects in several geographic areas at the same time. 
C) Salespeople can visit several retail outlets a day. 
D) Salespeople work on commission. 
E) Even with a marketing campaign,retail outlets will need to order through and be trained on product knowledge by salespeople.

Question 9

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

Accepted Answer

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

Question 10

Consultative selling emphasizes ________,which the salesperson does by asking the client questions and listening carefully to the answers.

Accepted Answer

The answer of Consultative selling emphasizes ________,which the salesperson does...

Question 11

List and describe the four parts of the marketing mix.

Accepted Answer

1.Price-What the product will cost the c

Question 12

In consultative selling,the customer is seen as:

Accepted Answer

A) a person to be served 
B) a prospect to be sold 
C) a point on the funnel 
D) progress toward a quota 
E) a challenge to be overcome 
A) a person to be served 
B) a prospect to be sold 
C) a point on the funnel 
D) progress toward a quota 
E) a challenge to be overcome

Question 13

One broad strategic area of the Strategic/Consultative-Selling Model is:

Accepted Answer

A) marketing strategy 
B) research strategy 
C) customer strategy 
D) service strategy 
E) budget strategy 
A) marketing strategy 
B) research strategy 
C) customer strategy 
D) service strategy 
E) budget strategy

Question 14

The goal of strategic selling alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.

Accepted Answer

A) True 
 B)False

Question 15

Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency. To prepare for this new position,he purchased and read a research report entitled"Buying Habits of Today's Home Buyers."Mr. Villa is most likely attempting to develop a:

Accepted Answer

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

Question 16

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.
-Xformation's marketing mix needs to:

Accepted Answer

A) be balanced across all four of the Ps because the product is not complicated or difficult to understand 
B) rely heavily on promotion,especially personal selling,to help the client purchase custom trainings 
C) focus on price,because XFormation's competition can provide identical training at a lower price point 
D) further refine the product,and offer more standardized options for clients 
E) pay more attention to place,and consider how the location of the office affects sales volume 
A) be balanced across all four of the Ps because the product is not complicated or difficult to understand 
B) rely heavily on promotion,especially personal selling,to help the client purchase custom trainings 
C) focus on price,because XFormation's competition can provide identical training at a lower price point 
D) further refine the product,and offer more standardized options for clients 
E) pay more attention to place,and consider how the location of the office affects sales volume

Question 17

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.
-Salespeople for XFormation need to be able to successfully:

Accepted Answer

A) convince a prospect to buy 
B) partner with the prospect to achieve the prospect's training goals 
C) communicate why XFormation trainers are the best 
D) make prospects like them so they will want to buy from them 
E) persuade prospects that the XFormation training course will serve their needs 
A) convince a prospect to buy 
B) partner with the prospect to achieve the prospect's training goals 
C) communicate why XFormation trainers are the best 
D) make prospects like them so they will want to buy from them 
E) persuade prospects that the XFormation training course will serve their needs

The process of building and maintaining strong customer relationships by providing customer value is called:

The four major strategies that form the strategic/consultative selling model are independent of one another.

Transactional selling is less complicated than consultative selling because:

For a strategic account relationship to be successful,the first step is for a company to:

In a market characterized by vigorous competition,look-alike products and customer loyalty that depends on quality relationships as well as quality products,the salesperson should fully utilize the:

At a party,Jenny talks to a flight attendant who mentions the passenger she had in first class who needed a second seat for his oxygen and other medical equipment. Jenny realizes that modifying buses for medical needs instead of luxury could open a whole new market. This is an example of:

Company management is having a difficult time deciding whether to allot more money to a marketing campaign involving ad buys and promotional events,or to a staff of sales representatives to sell the organizers. What factor should they consider in allotting the budget?

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

Consultative selling emphasizes ________,which the salesperson does by asking the client questions and listening carefully to the answers.

List and describe the four parts of the marketing mix.

In consultative selling,the customer is seen as:

One broad strategic area of the Strategic/Consultative-Selling Model is:

The goal of strategic selling alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.

Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency. To prepare for this new position,he purchased and read a research report entitled"Buying Habits of Today's Home Buyers."Mr. Villa is most likely attempting to develop a:

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. -Xformation's marketing mix needs to:

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. -Salespeople for XFormation need to be able to successfully:

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

The process of building and maintaining strong customer relationships by providing customer value is called:

The four major strategies that form the strategic/consultative selling model are independent of one another.

Transactional selling is less complicated than consultative selling because:

For a strategic account relationship to be successful,the first step is for a company to:

In a market characterized by vigorous competition,look-alike products and customer loyalty that depends on quality relationships as well as quality products,the salesperson should fully utilize the:

At a party,Jenny talks to a flight attendant who mentions the passenger she had in first class who needed a second seat for his oxygen and other medical equipment. Jenny realizes that modifying buses for medical needs instead of luxury could open a whole new market. This is an example of:

Company management is having a difficult time deciding whether to allot more money to a marketing campaign involving ad buys and promotional events,or to a staff of sales representatives to sell the organizers. What factor should they consider in allotting the budget?

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

Consultative selling emphasizes ________,which the salesperson does by asking the client questions and listening carefully to the answers.

List and describe the four parts of the marketing mix.

In consultative selling,the customer is seen as:

One broad strategic area of the Strategic/Consultative-Selling Model is:

The goal of strategic selling alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.

Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency. To prepare for this new position,he purchased and read a research report entitled"Buying Habits of Today's Home Buyers."Mr. Villa is most likely attempting to develop a:

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. -Xformation's marketing mix needs to:

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