Question 1

Matching
-Making customer satisfaction the focus of the business

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management L

Question 2

Matching
-An extension of the marketing concept

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management D

Question 3

Matching
-Today customers seek

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management I

Question 4

Matching
-A salesperson's commitment to value personal selling

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 5

Matching
-Use of sales automation

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 6

Matching
-Moving from a product orientation to a customer orientation

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 7

Matching
-Salesperson making creative improvements to the sales process to enhance customer experience

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 8

Matching
-Is an important part of the product strategy:

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 9

Matching
-Developing a strategic, long-term relationship of mutual benefit to the buyer and seller

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 10

Matching
-Matches the needs of the value-conscious buyer

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 11

Matching
-Is the person-to-person form of selling

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 12

Matching
-Controllable variables through which a firm influences the demand for its products

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 13

Matching
-Assume the role of problem solver or partner

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 14

Matching
-In the information economy the strategic resource is

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 15

Matching
-Profitability should be achieved through

Accepted Answer

A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management 
A)  creation of customer value 
B)  marketing concept 
C)  personal selling 
D)  consultative-style selling 
E)  product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Matching -Making customer satisfaction the focus of the business

Matching -An extension of the marketing concept

Matching -Today customers seek

Matching -A salesperson's commitment to value personal selling

Matching -Use of sales automation

Matching -Moving from a product orientation to a customer orientation

Matching -Salesperson making creative improvements to the sales process to enhance customer experience

Matching -Is an important part of the product strategy:

Matching -Developing a strategic, long-term relationship of mutual benefit to the buyer and seller

Matching -Matches the needs of the value-conscious buyer

Matching -Is the person-to-person form of selling

Matching -Controllable variables through which a firm influences the demand for its products

Matching -Assume the role of problem solver or partner

Matching -In the information economy the strategic resource is

Matching -Profitability should be achieved through

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Filters

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