Question 1

Which of the following statements would NOT be an application of the marketing concept?

Accepted Answer

A) Let's speed up production and get these products to customers faster by eliminating the field test. 
B) Let's show these product designs to some prospective buyers for their reactions. 
C) Let's examine our points of distribution to see if we're reaching the market effectively. 
D) Let's do some research to see which colors the consumers prefer. 
E) Let's ask customers which products they used most heavily. 
A) Let's speed up production and get these products to customers faster by eliminating the field test. 
B) Let's show these product designs to some prospective buyers for their reactions. 
C) Let's examine our points of distribution to see if we're reaching the market effectively. 
D) Let's do some research to see which colors the consumers prefer. 
E) Let's ask customers which products they used most heavily. A

Question 2

Consultative-style selling practices have become popular because they can be easily mastered.

Accepted Answer

A) True 
 B)False  False

Question 3

The promotion element of a marketing program can be subdivided into the areas of:

Accepted Answer

A) sales,promotion,and advertising 
B) market research,personnel,and product publicity 
C) product research,product design,product production,and product publicity 
D) public relations,place,personal selling,and personnel 
E) sales promotion,public relations,personal selling,and advertising 
A) sales,promotion,and advertising 
B) market research,personnel,and product publicity 
C) product research,product design,product production,and product publicity 
D) public relations,place,personal selling,and personnel 
E) sales promotion,public relations,personal selling,and advertising E

Question 4

The highest form of partnering is the:

Accepted Answer

A) marketing alliance 
B) value-added alliance 
C) partnering alliance 
D) customer partnership alliance 
E) strategic selling alliance 
A) marketing alliance 
B) value-added alliance 
C) partnering alliance 
D) customer partnership alliance 
E) strategic selling alliance

Question 5

For a strategic alliance to be successful,the first step is for a company to:

Accepted Answer

A) enlist legal assistance to make sure its interests are protected 
B) talk to the customer to discover what its needs are 
C) assemble a team of product experts 
D) define the ethical guidelines that will apply to the alliance 
E) find out as much about the proposed partner as possible 
A) enlist legal assistance to make sure its interests are protected 
B) talk to the customer to discover what its needs are 
C) assemble a team of product experts 
D) define the ethical guidelines that will apply to the alliance 
E) find out as much about the proposed partner as possible

Question 6

A major reason for the demise of the product solution is the growing number of look-alike products.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

relationsh

Question 8

When measured by either the number of people employed or expenses as a percentage of sales,personal selling is often the major promotional method used by American businesses.

Accepted Answer

A) True 
 B)False

Question 9

When UPS was first established,founder Jim Casey described the firm's focus as follows:

Accepted Answer

A) to become a leader in international shipping 
B) to become the world's most profitable company 
C) to render perfect service to our stores and their customers 
D) to become the world's most efficient shipping company 
E) to become the fastest shipper in the world 
A) to become a leader in international shipping 
B) to become the world's most profitable company 
C) to render perfect service to our stores and their customers 
D) to become the world's most efficient shipping company 
E) to become the fastest shipper in the world

Question 10

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 11

A partnership is beneficial for both parties because the successive sales are:

Accepted Answer

A) equal to the initial sales 
B) greater than the initial or repeat sales 
C) not necessarily guaranteed 
D) a function of the price of the product 
E) transactional in nature 
A) equal to the initial sales 
B) greater than the initial or repeat sales 
C) not necessarily guaranteed 
D) a function of the price of the product 
E) transactional in nature

Question 12

Peter Drucker stated that "the ________ defines the business."

Accepted Answer

The answer of Peter Drucker stated that "the ________ defines...

Question 13

Account managers from Campbell's help add value for their culinary customers by:

Accepted Answer

A) giving them cheaper prices 
B) selling more products than the competition 
C) helping them improve their menus 
D) providing various payment options 
E) expediting shipments 
A) giving them cheaper prices 
B) selling more products than the competition 
C) helping them improve their menus 
D) providing various payment options 
E) expediting shipments

Question 14

The development of a personal selling philosophy involves:

Accepted Answer

A) a full acceptance of the limits of the marketing concept 
B) a full appreciation of the tenets of the free enterprise system 
C) a desire to sell internationally 
D) assuming the role of a problem-solver in helping customers make complex buying decisions 
E) assuming the role of a competitor for customers' money 
A) a full acceptance of the limits of the marketing concept 
B) a full appreciation of the tenets of the free enterprise system 
C) a desire to sell internationally 
D) assuming the role of a problem-solver in helping customers make complex buying decisions 
E) assuming the role of a competitor for customers' money

Question 15

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

Accepted Answer

The answer of ________ selling can be defined as a...

Question 16

A "strategy" can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

Accepted Answer

A) True 
 B)False

Question 17

Maintaining high ethical standards:

Accepted Answer

A) can strengthen your relationship with a customer 
B) should be secondary to closing a sale 
C) is rare in the world of sales 
D) will lead to lost revenue for a company 
E) often puts you in conflict with your customers 
A) can strengthen your relationship with a customer 
B) should be secondary to closing a sale 
C) is rare in the world of sales 
D) will lead to lost revenue for a company 
E) often puts you in conflict with your customers

Question 18

One broad strategic area of the Strategic/Consultative Selling Model is:

Accepted Answer

A) marketing strategy 
B) research strategy 
C) customer strategy 
D) service strategy 
E) budget strategy 
A) marketing strategy 
B) research strategy 
C) customer strategy 
D) service strategy 
E) budget strategy

Question 19

CRM software is used to hold information about:

Accepted Answer

A) research and development 
B) competitors 
C) prospects and customers 
D) strategy 
E) market trends 
A) research and development 
B) competitors 
C) prospects and customers 
D) strategy 
E) market trends

Question 20

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

Accepted Answer

A) relationship strategy 
B) customer strategy 
C) product strategy 
D) presentation strategy 
E) personal selling philosophy 
A) relationship strategy 
B) customer strategy 
C) product strategy 
D) presentation strategy 
E) personal selling philosophy

Which of the following statements would NOT be an application of the marketing concept?

Consultative-style selling practices have become popular because they can be easily mastered.

The promotion element of a marketing program can be subdivided into the areas of:

The highest form of partnering is the:

For a strategic alliance to be successful,the first step is for a company to:

A major reason for the demise of the product solution is the growing number of look-alike products.

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

When measured by either the number of people employed or expenses as a percentage of sales,personal selling is often the major promotional method used by American businesses.

When UPS was first established,founder Jim Casey described the firm's focus as follows:

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

A partnership is beneficial for both parties because the successive sales are:

Peter Drucker stated that "the ________ defines the business."

Account managers from Campbell's help add value for their culinary customers by:

The development of a personal selling philosophy involves:

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

A "strategy" can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

Maintaining high ethical standards:

One broad strategic area of the Strategic/Consultative Selling Model is:

CRM software is used to hold information about:

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

Relationship Selling Opportunities in the Information Economy

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

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

Which of the following statements would NOT be an application of the marketing concept?

Consultative-style selling practices have become popular because they can be easily mastered.

The promotion element of a marketing program can be subdivided into the areas of:

The highest form of partnering is the:

For a strategic alliance to be successful,the first step is for a company to:

A major reason for the demise of the product solution is the growing number of look-alike products.

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

When measured by either the number of people employed or expenses as a percentage of sales,personal selling is often the major promotional method used by American businesses.

When UPS was first established,founder Jim Casey described the firm's focus as follows:

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

A partnership is beneficial for both parties because the successive sales are:

Peter Drucker stated that "the ________ defines the business."

Account managers from Campbell's help add value for their culinary customers by:

The development of a personal selling philosophy involves:

________ selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.

A "strategy" can be best described as a collection of techniques,practices,or methods you use when you are face to face with a customer.

Maintaining high ethical standards:

One broad strategic area of the Strategic/Consultative Selling Model is:

CRM software is used to hold information about:

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

Relationship Selling Opportunities in the Information Economy

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

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