Question 1

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

Accepted Answer

customer

Question 2

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 A

Question 3

For a strategic alliance 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 alliance 
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 alliance 
E)  find out as much about the proposed partner as possible E

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

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.
-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 7

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

Accepted Answer

A) True 
 B)False

Question 8

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 9

List the four parts of the marketing mix.

Accepted Answer

Price,prod

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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 12

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 13

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

Question 14

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 15

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

Accepted Answer

A)  equal to the initial sales 
B)  greater than the initial or repeat sales 
C)  not necessarily guaranteed 
D)  a function of the price of the product 
E)  transactional in nature 
A)  equal to the initial sales 
B)  greater than the initial or repeat sales 
C)  not necessarily guaranteed 
D)  a function of the price of the product 
E)  transactional in nature

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

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.
-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 18

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 19

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 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 20

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

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

Maintaining high ethical standards:

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

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

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

Business firms vary in terms of how strongly they support 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:

List the four parts of the marketing mix.

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

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:

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

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

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

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

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

Sales departments and marketing departments often compete for:

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

Filters

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

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

Maintaining high ethical standards:

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

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

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

Business firms vary in terms of how strongly they support 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:

List the four parts of the marketing mix.

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

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:

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

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

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

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

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

Sales departments and marketing departments often compete for:

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