Question 1

When a customer's objections are partially true, a salesperson can use the indirect approach to handle the objection.

Accepted Answer

A) True 
 B)False  False

Question 2

In terms of generating leads for sales, trawling and data analysis of a firm's database can generate high potential leads.

Accepted Answer

A) True 
 B)False  True

Question 3

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst. Using this method of categorization, the appropriate strategy for "A" leads would be:

Accepted Answer

A)  do nothing currently, but monitor the lead for possible future changes. 
B)  contact the lead using telemarketers. 
C)  have one of the firm's salespeople make a sales call them. 
D)  send the lead marketing materials and encourage them to make inquiries if they are interested. 
A)  do nothing currently, but monitor the lead for possible future changes. 
B)  contact the lead using telemarketers. 
C)  have one of the firm's salespeople make a sales call them. 
D)  send the lead marketing materials and encourage them to make inquiries if they are interested. C

Question 4

During the knowledge acquisition stage of the selling process, a salesperson should gather all of the following information except:

Accepted Answer

A)  identify the current price that the prospect is paying. 
B)  know and understand the prospect's customers. 
C)  identify the prospect's needs. 
D)  understand the prospect's business. 
A)  identify the current price that the prospect is paying. 
B)  know and understand the prospect's customers. 
C)  identify the prospect's needs. 
D)  understand the prospect's business.

Question 5

The fourth step in the selling process, after knowledge acquisition, is:

Accepted Answer

A)  handling objections. 
B)  sales presentation. 
C)  follow-up. 
D)  qualifying prospects. 
A)  handling objections. 
B)  sales presentation. 
C)  follow-up. 
D)  qualifying prospects.

Question 6

The mission-sharing sales approach:

Accepted Answer

A)  strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs. 
B)  requires the two organizations to develop a common mission. 
C)  requires employees from the selling organization to analyze the buyer's business. 
D)  uses specific statements to elicit specific responses from customers. 
A)  strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs. 
B)  requires the two organizations to develop a common mission. 
C)  requires employees from the selling organization to analyze the buyer's business. 
D)  uses specific statements to elicit specific responses from customers.

Question 7

Direct response marketing is selling products to customers without the use of other channel members.

Accepted Answer

A) True 
 B)False

Question 8

If the salesperson has answered all of the objections and feels confident that a prospect is ready to buy, then using the summarization close works the best.

Accepted Answer

A) True 
 B)False

Question 9

If a salesperson is paid commission on sales, then he or she tends to neglect the follow-up step in the selling process.

Accepted Answer

A) True 
 B)False

Question 10

Selling products to customers without the use of other channel members is:

Accepted Answer

A)  database marketing. 
B)  direct marketing or direct-response marketing. 
C)  indirect marketing. 
D)  by-pass marketing. 
A)  database marketing. 
B)  direct marketing or direct-response marketing. 
C)  indirect marketing. 
D)  by-pass marketing.

Question 11

Customer contact personnel should not allow the lifetime value of individual customers affect the way they deal with customers because every customer should be treated equally.

Accepted Answer

A) True 
 B)False

Question 12

The newest form of data analytics is location-data tracking, which is the process of:

Accepted Answer

A)  making the data anonymous so that specific individuals cannot be identified. 
B)  analyzing data provided by mobile phone GPS technology and combining it with consumer profile information. 
C)  purging names from a list of individuals who live within a specified area that do not meet a target profile. 
D)  identifying individuals within a specified location that meet a firm's target audience for a mobile campaign. 
A)  making the data anonymous so that specific individuals cannot be identified. 
B)  analyzing data provided by mobile phone GPS technology and combining it with consumer profile information. 
C)  purging names from a list of individuals who live within a specified area that do not meet a target profile. 
D)  identifying individuals within a specified location that meet a firm's target audience for a mobile campaign.

Question 13

Data mining is:

Accepted Answer

A)  collecting addresses and zip codes of customers. 
B)  reviewing past purchases of a product by customers. 
C)  building profiles of customer segments and preparing models that predict their future purchase behavior. 
D)  selecting cities for data analysis. 
A)  collecting addresses and zip codes of customers. 
B)  reviewing past purchases of a product by customers. 
C)  building profiles of customer segments and preparing models that predict their future purchase behavior. 
D)  selecting cities for data analysis.

Question 14

Successful loyalty programs include the two principles of:

Accepted Answer

A)  added value and reciprocity. 
B)  low costs and data mining. 
C)  data analysis and targeted messages. 
D)  utilizing digital marketing techniques and social media. 
A)  added value and reciprocity. 
B)  low costs and data mining. 
C)  data analysis and targeted messages. 
D)  utilizing digital marketing techniques and social media.

Question 15

The problem-solution sales approach requires salespeople from the selling organization to analyze the buyer's business to determine the problems the prospect is facing and then offer the most feasible solution.

Accepted Answer

A) True 
 B)False

Question 16

The stimulus-response sales approach:

Accepted Answer

A)  strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs. 
B)  requires the two organizations to develop a common mission. 
C)  requires employees from the selling organization to analyze the buyer's business. 
D)  uses specific statements to elicit specific responses from customers. 
A)  strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs. 
B)  requires the two organizations to develop a common mission. 
C)  requires employees from the selling organization to analyze the buyer's business. 
D)  uses specific statements to elicit specific responses from customers.

Question 17

Repeat customers purchase more frequently and spend more money than do new customers.

Accepted Answer

A) True 
 B)False

Question 18

The data warehouse holds all customer data.

Accepted Answer

A) True 
 B)False

Question 19

A primary advantage of direct mail is that mail can be easily targeted to specific consumer groups and to specific individuals.

Accepted Answer

A) True 
 B)False

Question 20

According to Direct Marketing, the number one reason consumers remain in permission marketing programs is:

Accepted Answer

A)  they receive account status updates. 
B)  contests and sweepstakes being offered. 
C)  price bargains offered. 
D)  the content is interesting. 
A)  they receive account status updates. 
B)  contests and sweepstakes being offered. 
C)  price bargains offered. 
D)  the content is interesting.

When a customer's objections are partially true, a salesperson can use the indirect approach to handle the objection.

In terms of generating leads for sales, trawling and data analysis of a firm's database can generate high potential leads.

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst. Using this method of categorization, the appropriate strategy for "A" leads would be:

During the knowledge acquisition stage of the selling process, a salesperson should gather all of the following information except:

The fourth step in the selling process, after knowledge acquisition, is:

The mission-sharing sales approach:

Direct response marketing is selling products to customers without the use of other channel members.

If the salesperson has answered all of the objections and feels confident that a prospect is ready to buy, then using the summarization close works the best.

If a salesperson is paid commission on sales, then he or she tends to neglect the follow-up step in the selling process.

Selling products to customers without the use of other channel members is:

Customer contact personnel should not allow the lifetime value of individual customers affect the way they deal with customers because every customer should be treated equally.

The newest form of data analytics is location-data tracking, which is the process of:

Data mining is:

Successful loyalty programs include the two principles of:

The problem-solution sales approach requires salespeople from the selling organization to analyze the buyer's business to determine the problems the prospect is facing and then offer the most feasible solution.

The stimulus-response sales approach:

Repeat customers purchase more frequently and spend more money than do new customers.

The data warehouse holds all customer data.

A primary advantage of direct mail is that mail can be easily targeted to specific consumer groups and to specific individuals.

According to Direct Marketing, the number one reason consumers remain in permission marketing programs is:

Integrated Marketing Communications

Corporate Image and Brand Management

Buyer Behaviors

The IMC Planning Process

Advertising Management

Advertising Design

Traditional Media Channels

Digital Marketing

Social Media

Alternative Marketing

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters

Exam 11: Database and Direct Response Marketing and Personal Selling

When a customer's objections are partially true, a salesperson can use the indirect approach to handle the objection.

In terms of generating leads for sales, trawling and data analysis of a firm's database can generate high potential leads.

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst. Using this method of categorization, the appropriate strategy for "A" leads would be:

During the knowledge acquisition stage of the selling process, a salesperson should gather all of the following information except:

The fourth step in the selling process, after knowledge acquisition, is:

The mission-sharing sales approach:

Direct response marketing is selling products to customers without the use of other channel members.

If the salesperson has answered all of the objections and feels confident that a prospect is ready to buy, then using the summarization close works the best.

If a salesperson is paid commission on sales, then he or she tends to neglect the follow-up step in the selling process.

Selling products to customers without the use of other channel members is:

Customer contact personnel should not allow the lifetime value of individual customers affect the way they deal with customers because every customer should be treated equally.

The newest form of data analytics is location-data tracking, which is the process of:

Data mining is:

Successful loyalty programs include the two principles of:

The problem-solution sales approach requires salespeople from the selling organization to analyze the buyer's business to determine the problems the prospect is facing and then offer the most feasible solution.

The stimulus-response sales approach:

Repeat customers purchase more frequently and spend more money than do new customers.

The data warehouse holds all customer data.

A primary advantage of direct mail is that mail can be easily targeted to specific consumer groups and to specific individuals.

According to Direct Marketing, the number one reason consumers remain in permission marketing programs is:

Integrated Marketing Communications

Corporate Image and Brand Management

Buyer Behaviors

The IMC Planning Process

Advertising Management

Advertising Design

Traditional Media Channels

Digital Marketing

Social Media

Alternative Marketing

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters