Question 1

Explain the follow-up step of the creative selling process.

Accepted Answer

The follow-up step is necessary if the s

Question 2

What is the relationship between personal selling and the marketing push strategy?

Accepted Answer

Generally,a personal selling effort is m

Question 3

Prospect and qualify is the step in the creative selling process in which the salesperson ________.

Accepted Answer

A) meets the customer for the first time 
B) learns as much as possible about a prospective customer before making a sales call 
C) identifies potential qualified customers 
D) conveys the product's competitive advantages to a potential customer 
E) clarifies and overcomes a customer's concerns about buying 
A) meets the customer for the first time 
B) learns as much as possible about a prospective customer before making a sales call 
C) identifies potential qualified customers 
D) conveys the product's competitive advantages to a potential customer 
E) clarifies and overcomes a customer's concerns about buying

Question 4

Which of the following is the most logical reason that many organizations rely heavily on personal selling?

Accepted Answer

A) to make more efficient use of the promotional mix 
B) to quickly move a product to the maturity stage of the product life cycle 
C) to create consistent marketing communications 
D) to more effectively sell highly technical or very expensive products 
E) to decrease promotional expenditures 
A) to make more efficient use of the promotional mix 
B) to quickly move a product to the maturity stage of the product life cycle 
C) to create consistent marketing communications 
D) to more effectively sell highly technical or very expensive products 
E) to decrease promotional expenditures

Question 5

Marlene Arau is a member of the sales force at Urban Fashions,a clothing manufacturer.Marlene is getting ready for a first meeting with a wholesaler who is a potential customer,and she is preparing herself by learning as much as she can about the wholesaler's organization.Marlene is in the ________ step of the personal selling process.

Accepted Answer

A) prospect and qualify 
B) preapproach 
C) approach 
D) handle objections 
E) follow-up 
A) prospect and qualify 
B) preapproach 
C) approach 
D) handle objections 
E) follow-up

Question 6

________ in the form of logos,stationery,brochures,signs,business forms,business cards,buildings,uniforms,and company trucks can be used to help a company create an identity that the public immediately recognizes.

Accepted Answer

A) Direct marketing 
B) Social marketing 
C) Public service activities 
D) Corporate identity materials 
E) Sponsorships 
A) Direct marketing 
B) Social marketing 
C) Public service activities 
D) Corporate identity materials 
E) Sponsorships

Question 7

Which of the following is NOT a form of direct marketing?

Accepted Answer

A) mass marketing 
B) catalogs 
C) direct mail 
D) telemarketing 
E) m-commerce 
A) mass marketing 
B) catalogs 
C) direct mail 
D) telemarketing 
E) m-commerce

Question 8

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

Accepted Answer

A) True 
 B)False

Question 9

According to your text,sales managers rate which of the following skills as the single most important attribute they look for when hiring relationship salespeople?

Accepted Answer

A) presentation skills 
B) technical skills 
C) listening skills 
D) questioning skills 
E) time management skills 
A) presentation skills 
B) technical skills 
C) listening skills 
D) questioning skills 
E) time management skills

Question 10

Describe public relations and four objectives it is often used to achieve.

Accepted Answer

Public relations departments build good

Question 11

A young couple contacted a realtor about buying a new home.Now that the realtor has prospects,his next step should be to ________.

Accepted Answer

A) handle any of their objections 
B) qualify them 
C) prepare his approach 
D) make a thorough sales presentation 
E) close the sale 
A) handle any of their objections 
B) qualify them 
C) prepare his approach 
D) make a thorough sales presentation 
E) close the sale

Question 12

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

Accepted Answer

A) True 
 B)False

Question 13

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

Accepted Answer

A) True 
 B)False

Question 14

Telemarketing is more profitable for consumer markets than for business markets.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is the most likely description of the modern catalog customer?

Accepted Answer

A) someone who has little or no access to retail stores 
B) someone who has little or no access to Internet technologies 
C) someone who wants to save time shopping 
D) someone who shops only for sales bargains 
E) someone who does not accept telemarketing calls 
A) someone who has little or no access to retail stores 
B) someone who has little or no access to Internet technologies 
C) someone who wants to save time shopping 
D) someone who shops only for sales bargains 
E) someone who does not accept telemarketing calls

Question 16

Tired Toes is a new line of foot care products.The company's marketing team wants to help build buzz for the line by creating a brand community.The marketing team should use social networks to achieve this objective.

Accepted Answer

A) True 
 B)False

Question 17

Guerrilla marketing strategies can be used to achieve public relations objectives.

Accepted Answer

A) True 
 B)False

Question 18

Why is m-commerce considered an important form of direct marketing?

Accepted Answer

M-commerce is mobile commerce conducted

Question 19

The basic rule of ________ is "do something good,then talk about it."

Accepted Answer

A) customer relationship management 
B) public affairs 
C) public relations 
D) social marketing 
E) promotions 
A) customer relationship management 
B) public affairs 
C) public relations 
D) social marketing 
E) promotions

Question 20

Hotmail put the message "Get Your Free Email at Hotmail.com" at the bottom of every email sent by Hotmail users.What type of marketing technique did Hotmail use?

Accepted Answer

Viral marketing is the strategy in which

Explain the follow-up step of the creative selling process.

What is the relationship between personal selling and the marketing push strategy?

Prospect and qualify is the step in the creative selling process in which the salesperson ________.

Which of the following is the most logical reason that many organizations rely heavily on personal selling?

________ in the form of logos,stationery,brochures,signs,business forms,business cards,buildings,uniforms,and company trucks can be used to help a company create an identity that the public immediately recognizes.

Which of the following is NOT a form of direct marketing?

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

According to your text,sales managers rate which of the following skills as the single most important attribute they look for when hiring relationship salespeople?

Describe public relations and four objectives it is often used to achieve.

A young couple contacted a realtor about buying a new home.Now that the realtor has prospects,his next step should be to ________.

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

Telemarketing is more profitable for consumer markets than for business markets.

Which of the following is the most likely description of the modern catalog customer?

Tired Toes is a new line of foot care products.The company's marketing team wants to help build buzz for the line by creating a brand community.The marketing team should use social networks to achieve this objective.

Guerrilla marketing strategies can be used to achieve public relations objectives.

Why is m-commerce considered an important form of direct marketing?

The basic rule of ________ is "do something good,then talk about it."

Hotmail put the message "Get Your Free Email at Hotmail.com" at the bottom of every email sent by Hotmail users.What type of marketing technique did Hotmail use?

Welcome to the World of Marketing

Global, ethical, and Sustainable Marketing

Strategic Market Planning

Market Research

Marketing Analytics: Welcome to the Era of Big Data

Understand Consumer and Business Markets

Segmentation,target Marketing,and Positioning

Innovation and New Product Development

Product II: Product Strategy,branding,and Product Management

Price: What Is the Value Proposition Worth

Deliver Value Through Supply Chain Management,channels of Distribution,and Logistics

Delivering the Customer Experience: Bricks and Clicks

Promotion I: Advertising and Sales Promotion

Filters

Exam 14: Promotion II: Social Media, directdatabase Marketing, personal Selling, and Public Relations

Explain the follow-up step of the creative selling process.

What is the relationship between personal selling and the marketing push strategy?

Prospect and qualify is the step in the creative selling process in which the salesperson ________.

Which of the following is the most logical reason that many organizations rely heavily on personal selling?

________ in the form of logos,stationery,brochures,signs,business forms,business cards,buildings,uniforms,and company trucks can be used to help a company create an identity that the public immediately recognizes.

Which of the following is NOT a form of direct marketing?

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

According to your text,sales managers rate which of the following skills as the single most important attribute they look for when hiring relationship salespeople?

Describe public relations and four objectives it is often used to achieve.

A young couple contacted a realtor about buying a new home.Now that the realtor has prospects,his next step should be to ________.

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

As a result of the federal government's Do Not Call Registry,telemarketing is now rarely used.

Telemarketing is more profitable for consumer markets than for business markets.

Which of the following is the most likely description of the modern catalog customer?

Tired Toes is a new line of foot care products.The company's marketing team wants to help build buzz for the line by creating a brand community.The marketing team should use social networks to achieve this objective.

Guerrilla marketing strategies can be used to achieve public relations objectives.

Why is m-commerce considered an important form of direct marketing?

The basic rule of ________ is "do something good,then talk about it."

Hotmail put the message "Get Your Free Email at Hotmail.com" at the bottom of every email sent by Hotmail users.What type of marketing technique did Hotmail use?

Welcome to the World of Marketing

Global, ethical, and Sustainable Marketing

Strategic Market Planning

Market Research

Marketing Analytics: Welcome to the Era of Big Data

Understand Consumer and Business Markets

Segmentation,target Marketing,and Positioning

Innovation and New Product Development

Product II: Product Strategy,branding,and Product Management

Price: What Is the Value Proposition Worth

Deliver Value Through Supply Chain Management,channels of Distribution,and Logistics

Delivering the Customer Experience: Bricks and Clicks

Promotion I: Advertising and Sales Promotion

Filters