Deck 3: Marketing: How Will I Get Customers

Question 1

Sales "objections" are often raised by a prospect to avoid having to make a decision.

Answer 1

True

Question 2

Which of the following is a pricing strategy?

A)discount pricing.
B)sale pricing.
C)penetration pricing.
D)half-pricing.

Answer 2

C

Question 3

Agents do not own the services or products that they are selling.

Answer 3

True

Question 4

The psychological discomfort that people feel when they encounter something too different from their expectations is called:

A)image shock.
B)cognitive dissonance.
C)buyer's remorse.
D)paranoia

Question 5

"Competitive" pricing means pricing lower than your competition.

Question 6

"Marketing mix" is typically broken down into:

A)production, pricing, promotion.
B)process, patrons, packaging, profit.
C)product, price, distribution, promotion.
D)perception, prestige, public relations, publicity.

Question 7

"Giveaway" items tend to end up in the hands of people who are not prospective customers.

Question 8

In direct mail advertising, "compiled" lists tend to be:

A)more expensive than subscription lists.
B)cheaper than subscription lists.
C)more valuable than customer lists.
D)not available in Canada.

Question 9

"Sales Promotions" refers to promotional activity that is not:

A)advertising.
B)publicity.
C)personal selling.
D)any of the above.

Question 10

Which of the following is not part of personal selling?

A)attracting.
B)prospecting.
C)qualifying.
D)closing.

Question 11

Getting the customer to agree to the purchase is called "qualifying".

Question 12

Selecting a name should be the first step in planning a business venture.

Question 13

The "contractual elements" of getting a product/service to the final user, refers to:

A)distribution channel.
B)physical distribution.
C)consumerism.
D)elemental contracting

Question 14

Your Pricing Strategy is described in comparison to the prices of your competitors.

Question 15

"Cold calling" refers to approaching customers with whom there has been no previous contact.

Question 16

"Advertising" and Marketing basically mean the same thing.

Question 17

Coupons, premiums and trade shows are all examples of:

A)advertising.
B)sales promotions.
C)personal selling.
D)publicity.

Question 18

"Marketing mix" is:

A)marketing strategy.
B)how a company makes itself appear different from the competition.
C)how a company projects its image.
D)all of the above.

Question 19

The most effective negotiating style tends to be:

A)aggressive.
B)competitive.
C)compromising.
D)co-operative.

Question 20

A company's image is the perception of that firm held in the minds of potential customers.

Question 21

Pick a well-known local business and analyze its name in terms of how it projects an appropriate image for its products/services and target customers.

Question 22

Identify and explain the various steps in the selling process.Describe how you might develop your own selling skills.

Question 23

Briefly name and define the elements of the Marketing Mix.

Question 24

Compare the three basic pricing strategies explaining when each might be used.