Question 1

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 2

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 3

The partnering concept,as an enhancement of personal selling,became very popular in the 1970s.

Accepted Answer

A) True 
 B)False

Question 4

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 5

Consultative-style selling practices have become popular because they can be easily mastered.

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

The development of a personal selling philosophy most likely involves:

Accepted Answer

A) a full acceptance of the limits of the marketing concept 
B) a full appreciation of the tenets of the free enterprise system 
C) a desire to sell internationally 
D) assuming the role of a problem-solver in helping customers make complex buying decisions 
E) assuming the role of a competitor for customers' business 
A) a full acceptance of the limits of the marketing concept 
B) a full appreciation of the tenets of the free enterprise system 
C) a desire to sell internationally 
D) assuming the role of a problem-solver in helping customers make complex buying decisions 
E) assuming the role of a competitor for customers' business

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

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

The partnering concept,as an enhancement of personal selling,became very popular in the 1970s.

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.

Consultative-style selling practices have become popular because they can be easily mastered.

The development of a personal selling philosophy most likely involves:

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

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

The partnering concept,as an enhancement of personal selling,became very popular in the 1970s.

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.

Consultative-style selling practices have become popular because they can be easily mastered.

The development of a personal selling philosophy most likely involves:

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