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

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

(True/False)

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Question 41

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. -Company management is having a difficult time deciding whether to allot more money to a marketing campaign involving ad buys and promotional events,or to a staff of sales representatives to sell the organizers.What factor should they consider in allotting the budget?

(Multiple Choice)

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Question 42

Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.

(True/False)

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Question 43

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

(Multiple Choice)

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Question 44

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

(Multiple Choice)

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Question 45

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

(True/False)

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Question 46

CRM software is used to manage information about:

(Multiple Choice)

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Question 47

The ultimate goal of the "marketing concept" is:

(Multiple Choice)

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Question 48

E-commerce has contributed to the decline in popularity of transactional selling.

(True/False)

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Question 49

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

(Multiple Choice)

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Question 50

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

(Multiple Choice)

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Question 51

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

(True/False)

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Question 52

The highest form of partnering is the:

(Multiple Choice)

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Question 53

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

(Short Answer)

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Question 54

A well-thought-out plan for establishing,building,and maintaining quality relationships is a:

(Multiple Choice)

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Question 55

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

(Multiple Choice)

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Question 56

The evolution of strategic selling can most likely be traced to:

(Multiple Choice)

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Question 57

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

(True/False)

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Question 58

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

(Short Answer)

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Question 59

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

(Multiple Choice)

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Question 60

Showing 41 - 60 of 67

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

Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.

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

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

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

CRM software is used to manage information about:

The ultimate goal of the "marketing concept" is:

E-commerce has contributed to the decline in popularity of transactional selling.

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

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

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

The highest form of partnering is the:

________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.

A well-thought-out plan for establishing,building,and maintaining quality relationships is a:

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

The evolution of strategic selling can most likely be traced to:

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

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

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

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

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