Question 1

Generally speaking retail sales involve:

Accepted Answer

A) Value-added selling. 
B) strategic selling. 
C) transactional selling. 
D) relationship selling. 
E) face-to-face selling. 
A) Value-added selling. 
B) strategic selling. 
C) transactional selling. 
D) relationship selling. 
E) face-to-face selling. C

Question 2

Personal selling has evolved through three distinct developmental periods,in the following order:

Accepted Answer

A) partnering era,strategic selling era,and consultative selling era. 
B)  relationship selling era,consultative selling era,and strategic selling era. 
C) strategic selling era,consultative selling era,and partnering era. 
D) consultative selling era,partnering era,and strategic selling era. 
E) consultative selling era,strategic selling era,and partnering era. 
A) partnering era,strategic selling era,and consultative selling era. 
B)  relationship selling era,consultative selling era,and strategic selling era. 
C) strategic selling era,consultative selling era,and partnering era. 
D) consultative selling era,partnering era,and strategic selling era. 
E) consultative selling era,strategic selling era,and partnering era. E

Question 3

Jasmine has been invited to sit on a committee with representatives from production,marketing,finance,and personnel.This committee would most likely be referred to as:

Accepted Answer

A) the strategic planning committee. 
B) a waste of time. 
C) the ergonomic planning committee. 
D) the social committee. 
E) the tactics planning committee. 
A) the strategic planning committee. 
B) a waste of time. 
C) the ergonomic planning committee. 
D) the social committee. 
E) the tactics planning committee. A

Question 4

When selling complex products such as computers,the appropriate selling philosophy would be:

Accepted Answer

A) transaction selling 
B) systems selling 
C) direct marketing 
D) relationship selling 
E) cooperative selling 
A) transaction selling 
B) systems selling 
C) direct marketing 
D) relationship selling 
E) cooperative selling

Question 5

The marketing mix consists of:

Accepted Answer

A) market,competitors,customers and government. 
B) production,finance,marketing and human resources. 
C) product,production,promotion and price. 
D) value,price,cost and expenses. 
E) product,place,promotion and price. 
A) market,competitors,customers and government. 
B) production,finance,marketing and human resources. 
C) product,production,promotion and price. 
D) value,price,cost and expenses. 
E) product,place,promotion and price.

Question 6

When Henri Bouchard was first hired by Mitu Corp.as a sales representative in 1972,the company indicated that it was moving towards the marketing concept.Henri understood this to mean Mitu Corp:

Accepted Answer

A) made mid-priced products and marketed them to end consumers. 
B) was producing high quality brochures assisting its sales force in marketing their products. 
C) was starting to focus in on what its customers were looking for in its products. 
D) as a sales rep,he could do whatever was necessary to get a customer to buy his products. 
E) was improving production methods to improve its ability to market its products. 
A) made mid-priced products and marketed them to end consumers. 
B) was producing high quality brochures assisting its sales force in marketing their products. 
C) was starting to focus in on what its customers were looking for in its products. 
D) as a sales rep,he could do whatever was necessary to get a customer to buy his products. 
E) was improving production methods to improve its ability to market its products.

Question 7

The technique a salesperson uses when he is face-to-face with his customers is called:

Accepted Answer

A) game plan. 
B) sales technique. 
C) presentation plan. 
D) tactics. 
E) strategy. 
A) game plan. 
B) sales technique. 
C) presentation plan. 
D) tactics. 
E) strategy.

Question 8

A major feature of consultative selling is:

Accepted Answer

A) ensuring increased sales in the short run. 
B) sell your product or service. 
C) help your employer earn a profit. 
D) emphasizing information giving and negotiation rather than manipulation. 
E) influencing the prospect's thought process so he or she will want to buy your product or service. 
A) ensuring increased sales in the short run. 
B) sell your product or service. 
C) help your employer earn a profit. 
D) emphasizing information giving and negotiation rather than manipulation. 
E) influencing the prospect's thought process so he or she will want to buy your product or service.

Question 9

Across all businesses,more money is spent on ________ than on any other form of marketing communication.

Accepted Answer

A) personal selling 
B) public relations 
C) direct mail 
D) sales promotion 
E) advertising 
A) personal selling 
B) public relations 
C) direct mail 
D) sales promotion 
E) advertising

Question 10

The focus of the persuader stage was to:

Accepted Answer

A) persuade customers to sell a product. 
B) understand customer needs and provide a product solution. 
C) become more customer oriented. 
D) negotiate an optimal solution from the customer's perspective. 
E) convince any and all market members to buy the offered products. 
A) persuade customers to sell a product. 
B) understand customer needs and provide a product solution. 
C) become more customer oriented. 
D) negotiate an optimal solution from the customer's perspective. 
E) convince any and all market members to buy the offered products.

Question 11

A strategic market plan is focused on the marketing functional area of a business and outlines the methods and resources required to achieve the firm's marketing goals.

Accepted Answer

A) True 
 B)False

Question 12

The primary reason to use sales automation is to:

Accepted Answer

A) enhance partnerships with clients and improve responsiveness. 
B) spend less time at office doing mundane and repetitive tasks. 
C) make a good impression on clients. 
D) impress your supervisors. 
E) keep track of sales and commissions. 
A) enhance partnerships with clients and improve responsiveness. 
B) spend less time at office doing mundane and repetitive tasks. 
C) make a good impression on clients. 
D) impress your supervisors. 
E) keep track of sales and commissions.

Question 13

Strategies are the techniques,practices,or methods you use when you are face-to-face with a customer.

Accepted Answer

A) True 
 B)False

Question 14

When Judy sells a perfume at the airport Duty Free shop it would be considered relationship selling.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

relationsh

Question 16

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) customer strategy. 
B) presentation strategy. 
C) product strategy. 
D) relationship strategy. 
E) guerrilla strategy. 
A) customer strategy. 
B) presentation strategy. 
C) product strategy. 
D) relationship strategy. 
E) guerrilla strategy.

Question 17

Why is it significant for salespeople to know that value is a subjective concept?

Accepted Answer

Every one has a unique definition of val

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Henri expects that his sales reps take a strategic approach to selling.He expects his reps will be:

Accepted Answer

A) more adaptable,more focused,and more efficient. 
B) more adaptable,close more sales,and more efficient. 
C) more structured,close more sales,and be more customer service oriented. 
D) more time oriented,more customer service oriented,and more productive. 
E) more structured,more focused,and more efficient. 
A) more adaptable,more focused,and more efficient. 
B) more adaptable,close more sales,and more efficient. 
C) more structured,close more sales,and be more customer service oriented. 
D) more time oriented,more customer service oriented,and more productive. 
E) more structured,more focused,and more efficient.

Question 20

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

Accepted Answer

The answer of A ________ is a carefully conceived plan...

Generally speaking retail sales involve:

Personal selling has evolved through three distinct developmental periods,in the following order:

Jasmine has been invited to sit on a committee with representatives from production,marketing,finance,and personnel.This committee would most likely be referred to as:

When selling complex products such as computers,the appropriate selling philosophy would be:

The marketing mix consists of:

When Henri Bouchard was first hired by Mitu Corp.as a sales representative in 1972,the company indicated that it was moving towards the marketing concept.Henri understood this to mean Mitu Corp:

The technique a salesperson uses when he is face-to-face with his customers is called:

A major feature of consultative selling is:

Across all businesses,more money is spent on ________ than on any other form of marketing communication.

The focus of the persuader stage was to:

A strategic market plan is focused on the marketing functional area of a business and outlines the methods and resources required to achieve the firm's marketing goals.

The primary reason to use sales automation is to:

Strategies are the techniques,practices,or methods you use when you are face-to-face with a customer.

When Judy sells a perfume at the airport Duty Free shop it would be considered relationship selling.

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

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:

Why is it significant for salespeople to know that value is a subjective concept?

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

Henri expects that his sales reps take a strategic approach to selling.He expects his reps will be:

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

Relationship Selling Opportunities in the Information Economy

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Generally speaking retail sales involve:

Personal selling has evolved through three distinct developmental periods,in the following order:

Jasmine has been invited to sit on a committee with representatives from production,marketing,finance,and personnel.This committee would most likely be referred to as:

When selling complex products such as computers,the appropriate selling philosophy would be:

The marketing mix consists of:

When Henri Bouchard was first hired by Mitu Corp.as a sales representative in 1972,the company indicated that it was moving towards the marketing concept.Henri understood this to mean Mitu Corp:

The technique a salesperson uses when he is face-to-face with his customers is called:

A major feature of consultative selling is:

Across all businesses,more money is spent on ________ than on any other form of marketing communication.

The focus of the persuader stage was to:

A strategic market plan is focused on the marketing functional area of a business and outlines the methods and resources required to achieve the firm's marketing goals.

The primary reason to use sales automation is to:

Strategies are the techniques,practices,or methods you use when you are face-to-face with a customer.

When Judy sells a perfume at the airport Duty Free shop it would be considered relationship selling.

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

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:

Why is it significant for salespeople to know that value is a subjective concept?

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

Henri expects that his sales reps take a strategic approach to selling.He expects his reps will be:

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

Relationship Selling Opportunities in the Information Economy

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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