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

The highest form of partnering is the:

Accepted Answer

A)  marketing alliance 
B)  value-added alliance 
C)  partnering alliance 
D)  customer partnership alliance 
E)  strategic selling alliance 
A)  marketing alliance 
B)  value-added alliance 
C)  partnering alliance 
D)  customer partnership alliance 
E)  strategic selling alliance

Question 3

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

Accepted Answer

A)  marketing strategy 
B)  customer strategy alliance 
C)  sales strategy 
D)  strategic selling alliance 
E)  successive sales alliance 
A)  marketing strategy 
B)  customer strategy alliance 
C)  sales strategy 
D)  strategic selling alliance 
E)  successive sales alliance

Question 4

Which of the following statements accurately describes value-added selling?

Accepted Answer

A)  Value-added selling has emerged as a response to the product strategy. 
B)  Value-added selling has emerged as a response to the customer economy. 
C)  Value-added selling surfaced during the era of transactional selling. 
D)  Value-added selling would not be an appropriate strategy in international markets. 
E)  Value-added selling is only appropriate for services, not products. 
A)  Value-added selling has emerged as a response to the product strategy. 
B)  Value-added selling has emerged as a response to the customer economy. 
C)  Value-added selling surfaced during the era of transactional selling. 
D)  Value-added selling would not be an appropriate strategy in international markets. 
E)  Value-added selling is only appropriate for services, not products.

Question 5

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 6

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

Accepted Answer

The answer of A(n)________ is a carefully conceived plan that...

Question 7

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 8

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

Question 9

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.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

1.Developing a personal selling philosop

Question 11

Customer relationship management (CRM)software aids salespeople in creating and maintaining relationships with customers.

Accepted Answer

A) True 
 B)False

Question 12

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 13

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.
-The product was developed by gathering focus groups of mothers and asking them what they need and what they wish normal planners offered them.This method of product development most likely:

Accepted Answer

A)  is costly and inefficient 
B)  is performed by the marketing department 
C)  subscribes to the marketing concept 
D)  reduces the barriers to purchasing 
E)  is a method developed in the last decade 
A)  is costly and inefficient 
B)  is performed by the marketing department 
C)  subscribes to the marketing concept 
D)  reduces the barriers to purchasing 
E)  is a method developed in the last decade

Question 14

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?

Accepted Answer

A)  Create products that customers really want to buy instead of products that the company wants to sell. 
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 products that customers really want to buy instead of products that the company wants to sell. 
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 15

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

Accepted Answer

A) True 
 B)False

Question 16

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.
-Which of the following would be an example of partnering?

Accepted Answer

A)  selling a customized bus to the CEO of the bus manufacturer 
B)  renting customized buses to corporate customers through a car service agency that services corporations 
C)  using the same brand of paint on all the buses they customize 
D)  developing s standardized process to ensure the buses all receive the same steps, with differences within those steps 
E)  creating two or more identical customizations for the same customer 
A)  selling a customized bus to the CEO of the bus manufacturer 
B)  renting customized buses to corporate customers through a car service agency that services corporations 
C)  using the same brand of paint on all the buses they customize 
D)  developing s standardized process to ensure the buses all receive the same steps, with differences within those steps 
E)  creating two or more identical customizations for the same customer

Question 17

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:

Accepted Answer

A)  advertising on websites geared to women 
B)  marketing campaigns in non-traditional outlets 
C)  word of mouth endorsements from other mothers 
D)  teacher recommendations 
E)  telephone marketing campaigns 
A)  advertising on websites geared to women 
B)  marketing campaigns in non-traditional outlets 
C)  word of mouth endorsements from other mothers 
D)  teacher recommendations 
E)  telephone marketing campaigns

Question 18

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 19

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.

Accepted Answer

A) True 
 B)False

Question 20

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.
-As part of the marketing mix,the makers of the calendar will be running an advertising campaign directed at working mothers.Another part of the marketing mix is sending salespeople to sell:

Accepted Answer

A)  calendars to retail outlets 
B)  calendars to working mothers 
C)  organizational skills to working mothers 
D)  nostalgia to organizers 
E)  organizational skills to online reviewers 
A)  calendars to retail outlets 
B)  calendars to working mothers 
C)  organizational skills to working mothers 
D)  nostalgia to organizers 
E)  organizational skills to online reviewers

Customer loyalty depends on quality products and:

The highest form of partnering is the:

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

Which of the following statements accurately describes value-added selling?

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.

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

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:

CRM software is used to manage information about:

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.

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

Customer relationship management (CRM)software aids salespeople in creating and maintaining relationships with customers.

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

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

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

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.

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:

The highest form of partnering is the:

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

Which of the following statements accurately describes value-added selling?

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.

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

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:

CRM software is used to manage information about:

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.

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

Customer relationship management (CRM)software aids salespeople in creating and maintaining relationships with customers.

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

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

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

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.

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