Question 1

Which of the following is a type of CRM report that segments by customer or customer group on purchases or dates of purchase?

Accepted Answer

A) Customer vector 
B) Sales report 
C) Customer service 
D) Interim report 
A) Customer vector 
B) Sales report 
C) Customer service 
D) Interim report

Question 2

Howard Homes
Harry Howard, a successful real estate broker, has established his own real estate company in western Pennsylvania. He gained his on-the-job experience working at a very large real estate company where he had a whole staff supporting the brokers' work. Now on his own, with two secretaries, Harry is building his dream of owning and growing his own business. He wants to mainly focus on middle-to-upper-income homeowners and is exploring what type of promotional material he needs to have.

-In developing a press release for his company,Harry needs to include the five Ws and one H in the

Accepted Answer

A) headline. 
B) closing paragraph. 
C) opening paragraph. 
D) middle of the body. 
A) headline. 
B) closing paragraph. 
C) opening paragraph. 
D) middle of the body.

Question 3

Brochures and flyers

Accepted Answer

A) are standard blank papers typically imprinted with your company's name and contact information. 
B) are sales documents to be posted or handed out,typically printed on sheets of colored paper or printed in color on white stock of paper. 
C) will give more information about your firm and products than your business card. 
D) provide potential customers an education in your product,including stories of customers' whose problems were solved,an FAQ list,as well as a page on your products or services. 
A) are standard blank papers typically imprinted with your company's name and contact information. 
B) are sales documents to be posted or handed out,typically printed on sheets of colored paper or printed in color on white stock of paper. 
C) will give more information about your firm and products than your business card. 
D) provide potential customers an education in your product,including stories of customers' whose problems were solved,an FAQ list,as well as a page on your products or services.

Question 4

_____ is the process of dividing the market into smaller portions of people who have certain common characteristics.

Accepted Answer

A) Value proposition 
B) Market penetration 
C) Segmentation 
D) CRM 
A) Value proposition 
B) Market penetration 
C) Segmentation 
D) CRM

Question 5

Which of the following is perhaps the simplest and most important analysis of data?

Accepted Answer

A) Sales by purchase basis 
B) Sales by customer 
C) Customer source basis and purchase 
D) Sales organized by product satisfaction 
A) Sales by purchase basis 
B) Sales by customer 
C) Customer source basis and purchase 
D) Sales organized by product satisfaction

Question 6

Advertising is often used to support the corporate identity and value propositions that are established through public relations efforts.

Accepted Answer

A) True 
 B)False

Question 7

Business stationery

Accepted Answer

A) puts your name and message in front of potential clients,existing clients,suppliers,and others. 
B) can be produced on your computer and printed with good results. 
C) gives more information about your firm and products than brochures and flyers. 
D) can be printed on nice paper and put into a pocket folder with a sticker with your firm's name and address on it. 
A) puts your name and message in front of potential clients,existing clients,suppliers,and others. 
B) can be produced on your computer and printed with good results. 
C) gives more information about your firm and products than brochures and flyers. 
D) can be printed on nice paper and put into a pocket folder with a sticker with your firm's name and address on it.

Question 8

Dividing the market into different segments using certain cities or neighborhoods refers to _____ segmentation.

Accepted Answer

A) geographic 
B) economic 
C) demographic 
D) cultural 
A) geographic 
B) economic 
C) demographic 
D) cultural

Question 9

Identify the term that helps in building goodwill and is a good way to get the word out about your firm.

Accepted Answer

A) Publicity 
B) Sponsorships 
C) Donations 
D) Power 
A) Publicity 
B) Sponsorships 
C) Donations 
D) Power

Question 10

A concept in public interest which alludes to a character to whom the public can relate refers to

Accepted Answer

A) cultural resonance. 
B) good story. 
C) trendiness. 
D) human interest. 
A) cultural resonance. 
B) good story. 
C) trendiness. 
D) human interest.

Question 11

What is segmentation? What are the typical ways of dividing the market into different segments?

Accepted Answer

Segmentation is the process of dividing

Question 12

If you track sales by purchase basis

Accepted Answer

A) you might figure how to better target ads or promotions to particular types of customers. 
B) you might be able to tell which mailing lists produce the best returns. 
C) you can tell which of your advertising efforts resulted in the most sales,so it makes it easier to decide which marketing efforts to continue. 
D) you could find a product which has low quality. 
A) you might figure how to better target ads or promotions to particular types of customers. 
B) you might be able to tell which mailing lists produce the best returns. 
C) you can tell which of your advertising efforts resulted in the most sales,so it makes it easier to decide which marketing efforts to continue. 
D) you could find a product which has low quality.

Question 13

In the presentation component of personal selling,"A" in AIDA stands for

Accepted Answer

A) holding the prospects attention. 
B) asking permission to present. 
C) attending a personal selling presentation. 
D) having an all or nothing option in the sale. 
A) holding the prospects attention. 
B) asking permission to present. 
C) attending a personal selling presentation. 
D) having an all or nothing option in the sale.

Question 14

Segmentation refers to getting your message out to the target market so that they can make decisions about your product or service.

Accepted Answer

A) True 
 B)False

Question 15

To develop a(n)_____,one should try to think of three to five key words that would describe their business to anyone.

Accepted Answer

A) advertisement 
B) succinct message 
C) public relations piece 
D) press kit 
A) advertisement 
B) succinct message 
C) public relations piece 
D) press kit

Question 16

During the presentation stage of personal selling,AIDA is critical: prospector's attention,developing individuality,decision,and action.

Accepted Answer

A) True 
 B)False

Question 17

When it comes to promoting a small business that is just starting out,spreading the news by word-of-mouth is the fastest way to build a client base.

Accepted Answer

A) True 
 B)False

Question 18

Explain the process of personal selling using the different steps.

Accepted Answer

Personal selling is the process of selli

Question 19

Follow-up refers to doing what you said you would do.

Accepted Answer

A) True 
 B)False

Question 20

Which is the 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 expansion 
B) Product expansion 
C) Market penetration 
D) Diversification 
A) Market expansion 
B) Product expansion 
C) Market penetration 
D) Diversification

Which of the following is a type of CRM report that segments by customer or customer group on purchases or dates of purchase?

Brochures and flyers

_____ is the process of dividing the market into smaller portions of people who have certain common characteristics.

Which of the following is perhaps the simplest and most important analysis of data?

Advertising is often used to support the corporate identity and value propositions that are established through public relations efforts.

Business stationery

Dividing the market into different segments using certain cities or neighborhoods refers to _____ segmentation.

Identify the term that helps in building goodwill and is a good way to get the word out about your firm.

A concept in public interest which alludes to a character to whom the public can relate refers to

What is segmentation? What are the typical ways of dividing the market into different segments?

If you track sales by purchase basis

In the presentation component of personal selling,"A" in AIDA stands for

Segmentation refers to getting your message out to the target market so that they can make decisions about your product or service.

To develop a(n)_____,one should try to think of three to five key words that would describe their business to anyone.

During the presentation stage of personal selling,AIDA is critical: prospector's attention,developing individuality,decision,and action.

When it comes to promoting a small business that is just starting out,spreading the news by word-of-mouth is the fastest way to build a client base.

Explain the process of personal selling using the different steps.

Follow-up refers to doing what you said you would do.

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

Small Business: Its Opportunities and Rewards

Small Business Environment: Managing External Relations

Small Business Entrepreneurs: Characteristics and Competencies

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

Marketing Plans: Saying How Youll Get Sales

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

Achieving Success in the Small Business

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

Which of the following is a type of CRM report that segments by customer or customer group on purchases or dates of purchase?

Brochures and flyers

_____ is the process of dividing the market into smaller portions of people who have certain common characteristics.

Which of the following is perhaps the simplest and most important analysis of data?

Advertising is often used to support the corporate identity and value propositions that are established through public relations efforts.

Business stationery

Dividing the market into different segments using certain cities or neighborhoods refers to _____ segmentation.

Identify the term that helps in building goodwill and is a good way to get the word out about your firm.

A concept in public interest which alludes to a character to whom the public can relate refers to

What is segmentation? What are the typical ways of dividing the market into different segments?

If you track sales by purchase basis

In the presentation component of personal selling,"A" in AIDA stands for

Segmentation refers to getting your message out to the target market so that they can make decisions about your product or service.

To develop a(n)_____,one should try to think of three to five key words that would describe their business to anyone.

During the presentation stage of personal selling,AIDA is critical: prospector's attention,developing individuality,decision,and action.

When it comes to promoting a small business that is just starting out,spreading the news by word-of-mouth is the fastest way to build a client base.

Explain the process of personal selling using the different steps.

Follow-up refers to doing what you said you would do.

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

Small Business: Its Opportunities and Rewards

Small Business Environment: Managing External Relations

Small Business Entrepreneurs: Characteristics and Competencies

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

Marketing Plans: Saying How Youll Get Sales

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

Achieving Success in the Small Business

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