Question 1

Which of the following sets of numbers are the three you need to arrive at your sales forecast?

Accepted Answer

A)  Potential Market,hit rate,and cost of sale 
B)  Prospective Customers,hit rate,and sale amount 
C)  Prospective Customers,hit rate,and cost of sale 
D)  Potential Market,hit rate and sale amount 
A)  Potential Market,hit rate,and cost of sale 
B)  Prospective Customers,hit rate,and sale amount 
C)  Prospective Customers,hit rate,and cost of sale 
D)  Potential Market,hit rate and sale amount

Question 2

Advertising costs are usually based on cost per hundred thousand.

Accepted Answer

A) True 
 B)False

Question 3

Due to which of the following characteristics a news story is most likely to grab public interest?

Accepted Answer

A)  Cultural resonance 
B)  Issue recognition 
C)  Trendiness 
D)  Proximity 
A)  Cultural resonance 
B)  Issue recognition 
C)  Trendiness 
D)  Proximity

Question 4

_____ is a strategy whose goal is growth,based on selling more of the firm's product or service to the existing customer base.

Accepted Answer

A)  Market penetration 
B)  Product expansion 
C)  Market expansion 
D)  Diversification 
A)  Market penetration 
B)  Product expansion 
C)  Market expansion 
D)  Diversification

Question 5

The proof of a CRM effort is seen in:

Accepted Answer

A)  high levels of cognitive dissonance in customers. 
B)  more tracked prospects making initial purchases. 
C)  low levels of customer loyalty in new customers. 
D)  high levels of inconsistency among customers in terms of experience and belief. 
A)  high levels of cognitive dissonance in customers. 
B)  more tracked prospects making initial purchases. 
C)  low levels of customer loyalty in new customers. 
D)  high levels of inconsistency among customers in terms of experience and belief.

Question 6

Which of the following is true of customer retention?

Accepted Answer

A)  It focuses on increasing customers' cognitive dissonance. 
B)  It focuses on satisfying prospective customers to make a sale successful. 
C)  It handles problems that crop up after a sale. 
D)  The CRM aspect of customer retention is based on short-term monitoring of customers. 
A)  It focuses on increasing customers' cognitive dissonance. 
B)  It focuses on satisfying prospective customers to make a sale successful. 
C)  It handles problems that crop up after a sale. 
D)  The CRM aspect of customer retention is based on short-term monitoring of customers.

Question 7

People who receive a promotional impression and who give some thought to buying the product are referred to as _____.

Accepted Answer

A)  sales leads 
B)  qualified leads 
C)  prospects 
D)  target segments 
A)  sales leads 
B)  qualified leads 
C)  prospects 
D)  target segments

Question 8

Which of the following is true of personal selling?

Accepted Answer

A)  It involves activities used to establish and promote a favorable opinion by the media. 
B)  It does not allow you to find out the buyers' main concerns. 
C)  It involves entering into a joint venture with a competitor. 
D)  It allows a business owner to be flexible in his or her presentation. 
A)  It involves activities used to establish and promote a favorable opinion by the media. 
B)  It does not allow you to find out the buyers' main concerns. 
C)  It involves entering into a joint venture with a competitor. 
D)  It allows a business owner to be flexible in his or her presentation.

Question 9

In personal selling,_____ means finding out about the clients before approaching them.

Accepted Answer

A)  evaluation 
B)  closing 
C)  prospecting 
D)  preparation 
A)  evaluation 
B)  closing 
C)  prospecting 
D)  preparation

Question 10

Entrepreneurs can use the AIDA formula to write press releases well.In this AIDA formula,"D" stands for _____.

Accepted Answer

A)  Desire 
B)  Dominance 
C)  Development 
D)  Distance 
A)  Desire 
B)  Dominance 
C)  Development 
D)  Distance

Question 11

Which of the following is a characteristic feature of sales packets?

Accepted Answer

A)  They are usually large enough to read by passing traffic. 
B)  They provide potential customers an education in a firm's product or service. 
C)  They generally consist of pens or small calendars which are printed with the name and slogan of the company. 
D)  They are generally hand-written. 
A)  They are usually large enough to read by passing traffic. 
B)  They provide potential customers an education in a firm's product or service. 
C)  They generally consist of pens or small calendars which are printed with the name and slogan of the company. 
D)  They are generally hand-written.

Question 12

If business owners track sales by purchase basis:

Accepted Answer

A)  they can minimize the cognitive dissonance experienced by their customers. 
B)  they can predict the performance of their competitors. 
C)  they can easily decide which marketing efforts to continue. 
D)  they can find the defects in their products. 
A)  they can minimize the cognitive dissonance experienced by their customers. 
B)  they can predict the performance of their competitors. 
C)  they can easily decide which marketing efforts to continue. 
D)  they can find the defects in their products.

Question 13

Segmenting a market _____ involves dividing it into different segments in terms of cities or neighborhoods.

Accepted Answer

A)  geographically 
B)  economically 
C)  demographically 
D)  culturally 
A)  geographically 
B)  economically 
C)  demographically 
D)  culturally

Question 14

Most service providers get business usually through referrals or word-of-mouth.

Accepted Answer

A) True 
 B)False

Question 15

Doubt that occurs after a purchase has been made is called _____.

Accepted Answer

A)  cognitive dissonance 
B)  customer vector 
C)  segmentation 
D)  trendiness 
A)  cognitive dissonance 
B)  customer vector 
C)  segmentation 
D)  trendiness

Question 16

The proof of a customer relationship management effort is seen in higher levels of customer loyalty in existing customers.

Accepted Answer

A) True 
 B)False

Question 17

How much of each message conveyance a business owner uses to sell his or her product as well as his or her objective in using each one is known as:

Accepted Answer

A)  promotional mix. 
B)  marketing mix. 
C)  AIDA. 
D)  CRM. 
A)  promotional mix. 
B)  marketing mix. 
C)  AIDA. 
D)  CRM.

Question 18

In the case of existing customers,_____ gives the information on the date and type of contact,since in many sales situations,it can take repeated contacts before a sale is made.

Accepted Answer

A)  channel data 
B)  performance data 
C)  intercommunication data 
D)  sales data 
A)  channel data 
B)  performance data 
C)  intercommunication data 
D)  sales data

Question 19

_____ refers to business owners doing what they said they would do.

Accepted Answer

A)  Trendiness 
B)  Cognitive dissonance 
C)  Follow-up 
D)  Follow-through 
A)  Trendiness 
B)  Cognitive dissonance 
C)  Follow-up 
D)  Follow-through

Question 20

Differentiate between follow-through and follow-up.

Accepted Answer

Fundamentally,the keys to customer servi

Which of the following sets of numbers are the three you need to arrive at your sales forecast?

Advertising costs are usually based on cost per hundred thousand.

Due to which of the following characteristics a news story is most likely to grab public interest?

_____ is a strategy whose goal is growth,based on selling more of the firm's product or service to the existing customer base.

The proof of a CRM effort is seen in:

Which of the following is true of customer retention?

People who receive a promotional impression and who give some thought to buying the product are referred to as _____.

Which of the following is true of personal selling?

In personal selling,_____ means finding out about the clients before approaching them.

Entrepreneurs can use the AIDA formula to write press releases well.In this AIDA formula,"D" stands for _____.

Which of the following is a characteristic feature of sales packets?

If business owners track sales by purchase basis:

Segmenting a market _____ involves dividing it into different segments in terms of cities or neighborhoods.

Most service providers get business usually through referrals or word-of-mouth.

Doubt that occurs after a purchase has been made is called _____.

The proof of a customer relationship management effort is seen in higher levels of customer loyalty in existing customers.

How much of each message conveyance a business owner uses to sell his or her product as well as his or her objective in using each one is known as:

In the case of existing customers,_____ gives the information on the date and type of contact,since in many sales situations,it can take repeated contacts before a sale is made.

_____ refers to business owners doing what they said they would do.

Differentiate between follow-through and follow-up.

Small Business: Its Opportunities and Rewards

Small Business Entrepreneurs: Characteristics and Competencies

Small Business Environment: Managing External Relations

Small Business Ideas: Creativity, opportunity, and Feasibility

Small Business Entry: Paths to Part-Time Entrepreneurship

Small Business Entry: Paths to Full-Time Entrepreneurship

Small Business Strategies: Imitation With a Twist

Business Plans: Seeing Audiences and Your Business Clearly

Small Business Marketing: Product and Pricing Strategies

Small Business Distribution and Location

Small Business Accounting: Projecting and Evaluating Performance

Cash: Lifeblood of the Business

Small Business Finance: Using Equity, debt, and Gifts

Assets: Inventory and Operations Management

Small Business Protection: Risk Management and Insurance

Legal Issues: Recognizing Your Small Business Needs

Human Resource Management: Small Business Considerations

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Exam 10: Small Business Promotion: Capturing the Eyes of Your Market

Which of the following sets of numbers are the three you need to arrive at your sales forecast?

Advertising costs are usually based on cost per hundred thousand.

Due to which of the following characteristics a news story is most likely to grab public interest?

_____ is a strategy whose goal is growth,based on selling more of the firm's product or service to the existing customer base.

The proof of a CRM effort is seen in:

Which of the following is true of customer retention?

People who receive a promotional impression and who give some thought to buying the product are referred to as _____.

Which of the following is true of personal selling?

In personal selling,_____ means finding out about the clients before approaching them.

Entrepreneurs can use the AIDA formula to write press releases well.In this AIDA formula,"D" stands for _____.

Which of the following is a characteristic feature of sales packets?

If business owners track sales by purchase basis:

Segmenting a market _____ involves dividing it into different segments in terms of cities or neighborhoods.

Most service providers get business usually through referrals or word-of-mouth.

Doubt that occurs after a purchase has been made is called _____.

The proof of a customer relationship management effort is seen in higher levels of customer loyalty in existing customers.

How much of each message conveyance a business owner uses to sell his or her product as well as his or her objective in using each one is known as:

In the case of existing customers,_____ gives the information on the date and type of contact,since in many sales situations,it can take repeated contacts before a sale is made.

_____ refers to business owners doing what they said they would do.

Differentiate between follow-through and follow-up.

Small Business: Its Opportunities and Rewards

Small Business Entrepreneurs: Characteristics and Competencies

Small Business Environment: Managing External Relations

Small Business Ideas: Creativity, opportunity, and Feasibility

Small Business Entry: Paths to Part-Time Entrepreneurship

Small Business Entry: Paths to Full-Time Entrepreneurship

Small Business Strategies: Imitation With a Twist

Business Plans: Seeing Audiences and Your Business Clearly

Small Business Marketing: Product and Pricing Strategies

Small Business Distribution and Location

Small Business Accounting: Projecting and Evaluating Performance

Cash: Lifeblood of the Business

Small Business Finance: Using Equity, debt, and Gifts

Assets: Inventory and Operations Management

Small Business Protection: Risk Management and Insurance

Legal Issues: Recognizing Your Small Business Needs

Human Resource Management: Small Business Considerations

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