Question 1

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.F) A) and D)
G) D) and E)

Question 2

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 3

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 4

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 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.F) A) and E)
G) A) and D)

Question 6

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...

Question 7

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)  advertisingF) B) and C)
G) D) and E)

Question 8

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.F) A) and B)
G) None of the above

Question 9

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.F) C) and D)
G) A) and B) E

Question 10

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.F) B) and E)
G) B) and D)

Question 11

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.F) D) and E)
G) A) and B)

Question 12

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.F) B) and D)
G) B) and C)

Question 13

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

Accepted Answer

relationsh...

Question 14

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.F) None of the above
G) All of the above C

Question 15

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 16

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.F) A) and C)
G) C) and D)

Question 17

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 sellingF) D) and E)
G) A) and E)

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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.F) C) and E)
G) A) and D) A

Question 20

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.F) B) and E)
G) B) and D)

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

A major feature of consultative selling is:

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The marketing mix consists of:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The focus of the persuader stage was to:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedE

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

Correct AnswerverifiedShow Answer

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:

Correct AnswerverifiedShow Answer

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:

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedrelationsh...View AnswerShow Answer

Generally speaking retail sales involve:

Correct AnswerverifiedC

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

Correct AnswerverifiedEvery one has a unique definition of val...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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:

Correct AnswerverifiedA

The primary reason to use sales automation is to:

Correct AnswerverifiedShow Answer

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E

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relationsh...
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C

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Every one has a unique definition of val...
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A

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