Question 1

Which of the following statements about relationship selling is true?

Accepted Answer

A)  Relationship selling primarily uses hard-sell tactics. 
B)  A salesperson selling new tires to tourists who are stranded in his community will most likely use relationship selling. 
C)  With relationship selling, the salesperson tries to develop a win-win relationship with customers. 
D)  People who engage in relationship selling do not prospect for new customers. 
E)  Relationship selling is a short-sighted approach. 
A)  Relationship selling primarily uses hard-sell tactics. 
B)  A salesperson selling new tires to tourists who are stranded in his community will most likely use relationship selling. 
C)  With relationship selling, the salesperson tries to develop a win-win relationship with customers. 
D)  People who engage in relationship selling do not prospect for new customers. 
E)  Relationship selling is a short-sighted approach.

Question 2

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.

Accepted Answer

A)  take orders 
B)  telecommute 
C)  use multilevel selling 
D)  use transactional selling 
E)  use direct selling 
A)  take orders 
B)  telecommute 
C)  use multilevel selling 
D)  use transactional selling 
E)  use direct selling

Question 3

What type of software links information between selling and buying firms?

Accepted Answer

A)  CRM (customer relationship management) 
B)  PRM (partner relationship management) 
C)  TQM (total quality management) 
D)  PR (public relations) 
E)  VoIP (Voice-over Internet Protocol) 
A)  CRM (customer relationship management) 
B)  PRM (partner relationship management) 
C)  TQM (total quality management) 
D)  PR (public relations) 
E)  VoIP (Voice-over Internet Protocol)

Question 4

The "m" in m-commerce stands for ________.

Accepted Answer

A)  market 
B)  mobile 
C)  message-oriented 
D)  millennial 
E)  mass 
A)  market 
B)  mobile 
C)  message-oriented 
D)  millennial 
E)  mass

Question 5

Pfizer pharmaceutical representatives call on physicians to influence them to prescribe the latest Pfizer medications over competing products. However, no sale is made until doctors call prescriptions into pharmacies that then place orders through their drug wholesalers. What type of sales position do these Pfizer pharmaceutical representatives hold, and what are their job responsibilities?

Accepted Answer

The Pfizer pharmaceutical representative

Question 6

What type of software do salespeople use to track all aspects of customer interaction?

Accepted Answer

A)  TQM (total quality management) 
B)  CRM (customer relationship management) 
C)  DRM (direct response management) 
D)  PR (public relations) 
E)  JIT (just in time) 
A)  TQM (total quality management) 
B)  CRM (customer relationship management) 
C)  DRM (direct response management) 
D)  PR (public relations) 
E)  JIT (just in time)

Question 7

Which of the following is the placement of messages in nontraditional media, such as signs on elevator doors, in a restaurant's restrooms, or on the backs of supermarket carts?

Accepted Answer

A)  lobbying 
B)  mobbing 
C)  sponsorship 
D)  ambient advertising 
E)  direct marketing 
A)  lobbying 
B)  mobbing 
C)  sponsorship 
D)  ambient advertising 
E)  direct marketing

Question 8

Annual and quarterly financial reports are both examples of ________ activities.

Accepted Answer

A)  lobbying 
B)  corporate identity 
C)  sponsorship 
D)  investor relations 
E)  media relations 
A)  lobbying 
B)  corporate identity 
C)  sponsorship 
D)  investor relations 
E)  media relations

Question 9

Without prior introduction or arrangement, telemarketers telephone your home and business offering to sell you a variety of products. These telemarketers engage in what form of prospecting?

Accepted Answer

A)  referring 
B)  cold calling 
C)  networking 
D)  direct selling 
E)  qualifying 
A)  referring 
B)  cold calling 
C)  networking 
D)  direct selling 
E)  qualifying

Question 10

Of the following, which sales job requires the LEAST creative selling?

Accepted Answer

A)  order getter 
B)  order taker 
C)  team selling member 
D)  new-business salesperson 
E)  missionary salesperson 
A)  order getter 
B)  order taker 
C)  team selling member 
D)  new-business salesperson 
E)  missionary salesperson

Question 11

On a cost-per-contact basis, personal selling is much more expensive than national advertising.

Accepted Answer

A) True 
 B)False

Question 12

Viral marketing is most closely related to which of the following?

Accepted Answer

A)  buzz marketing 
B)  personal selling 
C)  brand polarization 
D)  internal PR 
E)  direct marketing 
A)  buzz marketing 
B)  personal selling 
C)  brand polarization 
D)  internal PR 
E)  direct marketing

Question 13

Virtual goods are tangible products that can be purchased for real money in virtual worlds.

Accepted Answer

A) True 
 B)False

Question 14

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 15

A type of m-commerce that simply involves sending a text message is known as ________.

Accepted Answer

A)  predictive marketing 
B)  spam 
C)  short message service marketing 
D)  telemarketing 
E)  e-commerce 
A)  predictive marketing 
B)  spam 
C)  short message service marketing 
D)  telemarketing 
E)  e-commerce

Question 16

The first step in the creative selling process is ________.

Accepted Answer

A)  preapproach 
B)  prospect and qualify 
C)  approach 
D)  handle objections 
E)  sales presentation 
A)  preapproach 
B)  prospect and qualify 
C)  approach 
D)  handle objections 
E)  sales presentation

Question 17

When a company provides financial support for an event such as a concert or tournament in return for publicized recognition it is using the public relations activity of ________.

Accepted Answer

A)  lobbying 
B)  sponsorship 
C)  ambient advertising 
D)  guerilla marketing 
E)  tryvertising 
A)  lobbying 
B)  sponsorship 
C)  ambient advertising 
D)  guerilla marketing 
E)  tryvertising

Question 18

Why is the image of telemarketers more positive in business marketing than it is in consumer marketing?

Accepted Answer

Telemarketing is more successful and mor

Question 19

Direct sellers bypass channel intermediaries and sell directly from manufacturers to consumers.

Accepted Answer

A) True 
 B)False

Question 20

An office supply store that pays a discounted price when it orders more than 12 metal filing cabinets is receiving a ________.

Accepted Answer

A)  merchandising allowance 
B)  promotional product 
C)  case allowance 
D)  rebate 
E)  premium 
A)  merchandising allowance 
B)  promotional product 
C)  case allowance 
D)  rebate 
E)  premium

Which of the following statements about relationship selling is true?

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.

What type of software links information between selling and buying firms?

The "m" in m-commerce stands for ________.

What type of software do salespeople use to track all aspects of customer interaction?

Which of the following is the placement of messages in nontraditional media, such as signs on elevator doors, in a restaurant's restrooms, or on the backs of supermarket carts?

Annual and quarterly financial reports are both examples of ________ activities.

Without prior introduction or arrangement, telemarketers telephone your home and business offering to sell you a variety of products. These telemarketers engage in what form of prospecting?

Of the following, which sales job requires the LEAST creative selling?

On a cost-per-contact basis, personal selling is much more expensive than national advertising.

Viral marketing is most closely related to which of the following?

Virtual goods are tangible products that can be purchased for real money in virtual worlds.

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?

A type of m-commerce that simply involves sending a text message is known as ________.

The first step in the creative selling process is ________.

When a company provides financial support for an event such as a concert or tournament in return for publicized recognition it is using the public relations activity of ________.

Why is the image of telemarketers more positive in business marketing than it is in consumer marketing?

Direct sellers bypass channel intermediaries and sell directly from manufacturers to consumers.

An office supply store that pays a discounted price when it orders more than 12 metal filing cabinets is receiving a ________.

Welcome to the World of Marketing: Create and Deliver Value

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

Product I: Innovation and New Product Development

Product Ii: Product Strategy, Branding, and Product Management

Price: What Is the Value Proposition Worth

Deliver the Goods: Determine the Distribution Strategy

Deliver the Customer Experience: Goods and Services Via Bricks and Clicks

Promotion I: Advertising: One to Many Marketing Communications

Filters

Exam 14: Promotion II: Social Media Marketing and Other Communication Tools

Which of the following statements about relationship selling is true?

Technological advances such as computer networks and videoconferencing have led to an increasing number of salespeople who ________.

What type of software links information between selling and buying firms?

The "m" in m-commerce stands for ________.

What type of software do salespeople use to track all aspects of customer interaction?

Which of the following is the placement of messages in nontraditional media, such as signs on elevator doors, in a restaurant's restrooms, or on the backs of supermarket carts?

Annual and quarterly financial reports are both examples of ________ activities.

Without prior introduction or arrangement, telemarketers telephone your home and business offering to sell you a variety of products. These telemarketers engage in what form of prospecting?

Of the following, which sales job requires the LEAST creative selling?

On a cost-per-contact basis, personal selling is much more expensive than national advertising.

Viral marketing is most closely related to which of the following?

Virtual goods are tangible products that can be purchased for real money in virtual worlds.

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?

A type of m-commerce that simply involves sending a text message is known as ________.

The first step in the creative selling process is ________.

When a company provides financial support for an event such as a concert or tournament in return for publicized recognition it is using the public relations activity of ________.

Why is the image of telemarketers more positive in business marketing than it is in consumer marketing?

Direct sellers bypass channel intermediaries and sell directly from manufacturers to consumers.

An office supply store that pays a discounted price when it orders more than 12 metal filing cabinets is receiving a ________.

Welcome to the World of Marketing: Create and Deliver Value

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

Product I: Innovation and New Product Development

Product Ii: Product Strategy, Branding, and Product Management

Price: What Is the Value Proposition Worth

Deliver the Goods: Determine the Distribution Strategy

Deliver the Customer Experience: Goods and Services Via Bricks and Clicks

Promotion I: Advertising: One to Many Marketing Communications

Filters