Question 1

Value-added selling changes little in the sales process.

Accepted Answer

A) True 
 B)False  False

Question 2

Where does personal selling "fit" into a company's marketing mix?

Accepted Answer

Personal selling is part of a firm's promotional mix,one of the 4Ps.

Question 3

Getting customers to commit to your products in the long run is customer loyalty.

Accepted Answer

A) True 
 B)False  True

Question 4

The whole can never be greater than the sum of its parts.

Accepted Answer

A) True 
 B)False

Question 5

Selling is part of the __________ part of the 4Ps of marketing.

Accepted Answer

A) Product 
B) Promotion 
C) Price 
D) Place 
A) Product 
B) Promotion 
C) Price 
D) Place

Question 6

In relationship selling it makes sense to:

Accepted Answer

A) Under promise. 
B) Over deliver. 
C) Engage in customer expectations management. 
D) All of the choices are correct. 
A) Under promise. 
B) Over deliver. 
C) Engage in customer expectations management. 
D) All of the choices are correct.

Question 7

A dentist who takes the time to explain the advantages and disadvantages of porcelain versus gold crowns is attempting to demonstrate the ________ value of the service he or she provides.

Accepted Answer

A) Reliability 
B) Responsiveness 
C) Empathy 
D) Tangible 
A) Reliability 
B) Responsiveness 
C) Empathy 
D) Tangible

Question 8

Properly stated,what the customer wants is:

Accepted Answer

A) Value. 
B) Longevity. 
C) Minimum costs. 
D) Perceived value. 
A) Value. 
B) Longevity. 
C) Minimum costs. 
D) Perceived value.

Question 9

Excellence in supply-chain management adds value to the company in the form of:

Accepted Answer

A) Price. 
B) Perceived company reliability. 
C) Integrated marketing communications. 
D) Internal customer satisfaction. 
A) Price. 
B) Perceived company reliability. 
C) Integrated marketing communications. 
D) Internal customer satisfaction.

Question 10

Companies known for environmental damage or financial irregularities make it difficult for their salespeople to sell based on:

Accepted Answer

A) Price. 
B) Product quality. 
C) Corporate reputation. 
D) Technological capability. 
A) Price. 
B) Product quality. 
C) Corporate reputation. 
D) Technological capability.

Question 11

One of the ways services are different from products is intangibility.

Accepted Answer

A) True 
 B)False

Question 12

Michael Porter articulated the concept of the _____________,identifying ways to create more customer value within a selling firm.

Accepted Answer

A) Margin call. 
B) Utility task analysis. 
C) Synergy systems database. 
D) Value chain. 
A) Margin call. 
B) Utility task analysis. 
C) Synergy systems database. 
D) Value chain.

Question 13

What does it mean to align the various elements of a firm's value chain?

Accepted Answer

It means getting all facets of

Question 14

One way to increase customer value is to lower benefits by less than the reduction in costs.

Accepted Answer

A) True 
 B)False

Question 15

Gordon,the new marketing director for a university knows the school's IMC program needs to be comprehensive,meaning:

Accepted Answer

A) The final exams in the marketing courses need to cover all the material. 
B) All aspects of the marketing budget need to be understood by the administration. 
C) All elements of the marketing communications mix need to be considered. 
D) All of the choices are correct. 
A) The final exams in the marketing courses need to cover all the material. 
B) All aspects of the marketing budget need to be understood by the administration. 
C) All elements of the marketing communications mix need to be considered. 
D) All of the choices are correct.

Question 16

Jennifer is deciding between sales jobs with a new company versus one with a well-established history of a strong marketing mix program.She chooses the established company because,a company with a reputation for a strong marketing mix program:

Accepted Answer

A) Always makes more money. 
B) Adds credibility to the value propositions of its salespeople. 
C) Offers a faster career advancement ladder. 
D) Improves customer delight. 
A) Always makes more money. 
B) Adds credibility to the value propositions of its salespeople. 
C) Offers a faster career advancement ladder. 
D) Improves customer delight.

Question 17

Which of the following is NOT a dimension of service quality?

Accepted Answer

A) Tangibles 
B) Empathy 
C) Conservation 
D) Reliability 
A) Tangibles 
B) Empathy 
C) Conservation 
D) Reliability

Question 18

Fred is the marketing manager for a food company.Knowing he has a fixed promotion budget,if he spends more on selling,he will have to allocate less to:

Accepted Answer

A) Advertising 
B) Sales promotion 
C) Public relations 
D) All of the choices are correct 
A) Advertising 
B) Sales promotion 
C) Public relations 
D) All of the choices are correct

Question 19

Roger is a new salesperson for an insurance company.He is often told his products are not a good value.To increase value he could attempt to:

Accepted Answer

A) Lower benefits. 
B) Raise costs. 
C) Raise benefits by more than the increase in costs. 
D) Lower costs by more than the reduction in benefits. 
A) Lower benefits. 
B) Raise costs. 
C) Raise benefits by more than the increase in costs. 
D) Lower costs by more than the reduction in benefits.

Question 20

______________ is one way to sell based on professionalism.

Accepted Answer

A) Clear and concise correspondence. 
B) Clearly labeled products. 
C) Regularly offered discounts 
D) All of the choices are correct. 
A) Clear and concise correspondence. 
B) Clearly labeled products. 
C) Regularly offered discounts 
D) All of the choices are correct.

Value-added selling changes little in the sales process.

Where does personal selling "fit" into a company's marketing mix?

Getting customers to commit to your products in the long run is customer loyalty.

The whole can never be greater than the sum of its parts.

Selling is part of the __________ part of the 4Ps of marketing.

In relationship selling it makes sense to:

A dentist who takes the time to explain the advantages and disadvantages of porcelain versus gold crowns is attempting to demonstrate the ________ value of the service he or she provides.

Properly stated,what the customer wants is:

Excellence in supply-chain management adds value to the company in the form of:

Companies known for environmental damage or financial irregularities make it difficult for their salespeople to sell based on:

One of the ways services are different from products is intangibility.

Michael Porter articulated the concept of the _____________,identifying ways to create more customer value within a selling firm.

What does it mean to align the various elements of a firm's value chain?

One way to increase customer value is to lower benefits by less than the reduction in costs.

Gordon,the new marketing director for a university knows the school's IMC program needs to be comprehensive,meaning:

Jennifer is deciding between sales jobs with a new company versus one with a well-established history of a strong marketing mix program.She chooses the established company because,a company with a reputation for a strong marketing mix program:

Which of the following is NOT a dimension of service quality?

Fred is the marketing manager for a food company.Knowing he has a fixed promotion budget,if he spends more on selling,he will have to allocate less to:

Roger is a new salesperson for an insurance company.He is often told his products are not a good value.To increase value he could attempt to:

______________ is one way to sell based on professionalism.

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 3: Value Creation in Buyer-Seller Relationships

Value-added selling changes little in the sales process.

Where does personal selling "fit" into a company's marketing mix?

Getting customers to commit to your products in the long run is customer loyalty.

The whole can never be greater than the sum of its parts.

Selling is part of the __________ part of the 4Ps of marketing.

In relationship selling it makes sense to:

A dentist who takes the time to explain the advantages and disadvantages of porcelain versus gold crowns is attempting to demonstrate the ________ value of the service he or she provides.

Properly stated,what the customer wants is:

Excellence in supply-chain management adds value to the company in the form of:

Companies known for environmental damage or financial irregularities make it difficult for their salespeople to sell based on:

One of the ways services are different from products is intangibility.

Michael Porter articulated the concept of the _____________,identifying ways to create more customer value within a selling firm.

What does it mean to align the various elements of a firm's value chain?

One way to increase customer value is to lower benefits by less than the reduction in costs.

Gordon,the new marketing director for a university knows the school's IMC program needs to be comprehensive,meaning:

Jennifer is deciding between sales jobs with a new company versus one with a well-established history of a strong marketing mix program.She chooses the established company because,a company with a reputation for a strong marketing mix program:

Which of the following is NOT a dimension of service quality?

Fred is the marketing manager for a food company.Knowing he has a fixed promotion budget,if he spends more on selling,he will have to allocate less to:

Roger is a new salesperson for an insurance company.He is often told his products are not a good value.To increase value he could attempt to:

______________ is one way to sell based on professionalism.

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters