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

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. -How can a salesperson add value to the transaction for a retail outlet buying the organizers to resell to customers?

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

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:

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:

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

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

The customer strategy always takes into consideration:

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:

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

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:

In consultative selling,the customer is seen as:

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

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

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?

Which of the following statements would NOT be an application of the marketing concept?

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?

Maintaining high ethical standards:

The four broad strategic areas of the Strategic/Consultative Selling Model are:

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

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: