Question 1

The effective exchange of information is the foundation of most economic transactions.This is known as:

Accepted Answer

A) exchange theory 
B) personal selling 
C) the value-added economy 
D) the information economy 
E) the post-consumer economy 
A) exchange theory 
B) personal selling 
C) the value-added economy 
D) the information economy 
E) the post-consumer economy

Question 2

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.
-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 3

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.
-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 4

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

Question 5

A major reason for the demise of the product solution is the growing number of look-alike products.

Accepted Answer

A) True 
 B)False

Question 6

A(n)________ is a well thought-out plan for establishing,building and maintaining quality selling relationships.

Accepted Answer

relationsh

Question 7

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 an example of a relationship strategy salespeople for XFormation could use?

Accepted Answer

A) Use mirroring and other subtle methods to create rapport and a good relationship with the customer so the customer ultimately buys. 
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) Use mirroring and other subtle methods to create rapport and a good relationship with the customer so the customer ultimately buys. 
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 8

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 9

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.
-Jenny is working on her sales strategy for a mid-sized town in her territory.One of her ideas is to stretch out of the traditional prospect pool of traveling performers,who are not headquartered in the Upper Midwest,and open up new markets with corporations that need customized buses for executives. This thinking process Jenny is participating in is called:

Accepted Answer

A) the value proposition 
B) the marketing mix 
C) presentation strategy 
D) strategic planning 
E) optimization 
A) the value proposition 
B) the marketing mix 
C) presentation strategy 
D) strategic planning 
E) optimization

Question 10

Account managers from Dentsply International help add value for their dentist customers by:

Accepted Answer

A) giving them cheaper prices for larger orders 
B) selling more products than the competition 
C) helping them solve a workplace safety issue for hygienists 
D) providing various payment options 
E) expediting shipments during busier months 
A) giving them cheaper prices for larger orders 
B) selling more products than the competition 
C) helping them solve a workplace safety issue for hygienists 
D) providing various payment options 
E) expediting shipments during busier months

Question 11

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 12

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

Accepted Answer

A) True 
 B)False

Question 13

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 14

List the four parts of the marketing mix.

Accepted Answer

Price,prod

Question 15

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 16

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 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

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

Accepted Answer

A) True 
 B)False

Question 19

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 20

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

The effective exchange of information is the foundation of most economic transactions.This is known as:

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:

A major reason for the demise of the product solution is the growing number of look-alike products.

A(n)________ is a well thought-out plan for establishing,building and maintaining quality selling relationships.

Customer loyalty depends on quality products and:

Account managers from Dentsply International help add value for their dentist customers by:

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:

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

List the four parts of the marketing mix.

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 "strategy" can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

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

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

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

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

The effective exchange of information is the foundation of most economic transactions.This is known as:

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:

A major reason for the demise of the product solution is the growing number of look-alike products.

A(n)________ is a well thought-out plan for establishing,building and maintaining quality selling relationships.

Customer loyalty depends on quality products and:

Account managers from Dentsply International help add value for their dentist customers by:

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:

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

List the four parts of the marketing mix.

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 "strategy" can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

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

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

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