Question 1

A transaction is a trade of values between two parties.

Accepted Answer

A) True 
 B)False  True

Question 2

A supermarket chain was negotiating with a manufacturer of different types of meat grinders.Before the sale,the chain's management was impressed with the service they received from the salesperson.After the sale,however,when the blade on the frozen block grinder broke,it took them two weeks to locate the sales representative.Which of the following is illustrated in this example?

Accepted Answer

A)  Short-term ally 
B)  Relationship gap 
C)  Value-added benefit 
D)  Customer partnership 
E)  Consultative selling 
A)  Short-term ally 
B)  Relationship gap 
C)  Value-added benefit 
D)  Customer partnership 
E)  Consultative selling B

Question 3

In the role of business consultant,the consultative salesperson:

Accepted Answer

A)  works alone to prepare a financial strategy for global clients. 
B)  is a persuasive peddler focused on convincing customers to buy products. 
C)  serves as a primary contact between the CEOs of the selling and buying firms. 
D)  expects the customer to provide technical support and advice for all e-sales calls. 
E)  uses internal and external resources to understand a customer's business and marketplace. 
A)  works alone to prepare a financial strategy for global clients. 
B)  is a persuasive peddler focused on convincing customers to buy products. 
C)  serves as a primary contact between the CEOs of the selling and buying firms. 
D)  expects the customer to provide technical support and advice for all e-sales calls. 
E)  uses internal and external resources to understand a customer's business and marketplace. E

Question 4

Service quality is an objective assessment determined by customers who compare service levels with industry benchmarks.

Accepted Answer

A) True 
 B)False

Question 5

Marketing's main customer contacts are buyers.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople who fulfill the consultative role of long-term ally work to eliminate the relationship gap.

Accepted Answer

A) True 
 B)False

Question 7

When you visit a gift shop while on vacation,your purchase of a T-shirt would be an example of _____ selling.

Accepted Answer

A)  team 
B)  relationship 
C)  partnership 
D)  consultative 
E)  transaction 
A)  team 
B)  relationship 
C)  partnership 
D)  consultative 
E)  transaction

Question 8

Coca-Cola
For decades, people in Rome, Georgia, drank more Coca-Cola per capita than anywhere else in the world. That success has been attributed to the Barron family who were the local bottlers for Coke products. The Barrons believe that their success was due to customer loyalty. Through most of the twentieth century, the bottler cultivated small retailers and worked hard, selling Coke from stores to schools to doorsteps. The personal service is remembered by people who grew up in Rome. When someone passed away, the Coke salesperson would leave a couple of cases on the deceased's family's front porch.
-The Coke bottlers in Rome most likely instructed the firm's sales force to use:

Accepted Answer

A)  transactional marketing. 
B)  relationship marketing. 
C)  loyalty exchanges. 
D)  distribution licensing. 
E)  transformational selling. 
A)  transactional marketing. 
B)  relationship marketing. 
C)  loyalty exchanges. 
D)  distribution licensing. 
E)  transformational selling.

Question 9

Wholesalers are in the distribution channels exclusively for industrial products,whereas retailers deal with consumer products.

Accepted Answer

A) True 
 B)False

Question 10

Companies that put partnering into practice find they increase conflicts of interest between themselves and their clients.

Accepted Answer

A) True 
 B)False

Question 11

"Government" is an organization that supplies goods and services to households and firms.

Accepted Answer

A) True 
 B)False

Question 12

Relationship marketing is based on the idea that:

Accepted Answer

A)  important customers need continuous attention. 
B)  a salesperson can never really know too many people. 
C)  the burden of quality rests with the seller of the product. 
D)  a salesperson is only as successful as the product being sold. 
E)  friends and referrals are the key to long-term sales performance. 
A)  important customers need continuous attention. 
B)  a salesperson can never really know too many people. 
C)  the burden of quality rests with the seller of the product. 
D)  a salesperson is only as successful as the product being sold. 
E)  friends and referrals are the key to long-term sales performance.

Question 13

The four main elements of the marketing mix are:

Accepted Answer

A)  product, packaging, people, and price. 
B)  price, process, prestige, and product. 
C)  promotion, product, prestige, and price. 
D)  product, price, place, and promotion. 
E)  place, production, packaging, and promotion. 
A)  product, packaging, people, and price. 
B)  price, process, prestige, and product. 
C)  promotion, product, prestige, and price. 
D)  product, price, place, and promotion. 
E)  place, production, packaging, and promotion.

Question 14

The purpose of business is to increase the general well-being of humankind through the sale of goods and services.

Accepted Answer

A) True 
 B)False

Question 15

In the role of team leader,the salesperson coordinates all of the information,resources,and activities needed to support customers before,during,and after the sale.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is a unique benefit of personal selling?

Accepted Answer

A)  Highlighting product features 
B)  Achieving high sales at minimal costs 
C)  Explaining credit terms to potential customers 
D)  Customizing presentations to match customer needs 
E)  Reaching mass audiences quickly and cost effectively 
A)  Highlighting product features 
B)  Achieving high sales at minimal costs 
C)  Explaining credit terms to potential customers 
D)  Customizing presentations to match customer needs 
E)  Reaching mass audiences quickly and cost effectively

Question 17

What is the key to an organization's success?

Accepted Answer

Companies cannot survive today by simply

Question 18

What is the goal of relationship marketing? Explain the three levels of relationship marketing.

Accepted Answer

Relationship marketing is the creation o

Question 19

_____ are composed of multifunctional specialists who ensure that their organizations convey their needs to the seller and evaluate the accuracy of the supplier's recommendations.

Accepted Answer

A)  Buying teams 
B)  Focus groups 
C)  Executive juries 
D)  Customer advisors 
E)  Selling teams 
A)  Buying teams 
B)  Focus groups 
C)  Executive juries 
D)  Customer advisors 
E)  Selling teams

Question 20

How are modern day salespeople different from those in the past?

Accepted Answer

A)  Modern day salespeople are required to be increasingly product-oriented. 
B)  In the past, most salespeople focused time on building the relationship gap. 
C)  Modern day salespeople can improve sales and service performance with technology. 
D)  In the past, most salespeople strived to build long-term relationships with key customers. 
E)  Global competition is pushing modern salespeople to be persuasive peddlers to maximize profit. 
A)  Modern day salespeople are required to be increasingly product-oriented. 
B)  In the past, most salespeople focused time on building the relationship gap. 
C)  Modern day salespeople can improve sales and service performance with technology. 
D)  In the past, most salespeople strived to build long-term relationships with key customers. 
E)  Global competition is pushing modern salespeople to be persuasive peddlers to maximize profit.

A transaction is a trade of values between two parties.

In the role of business consultant,the consultative salesperson:

Service quality is an objective assessment determined by customers who compare service levels with industry benchmarks.

Marketing's main customer contacts are buyers.

Salespeople who fulfill the consultative role of long-term ally work to eliminate the relationship gap.

When you visit a gift shop while on vacation,your purchase of a T-shirt would be an example of _____ selling.

Wholesalers are in the distribution channels exclusively for industrial products,whereas retailers deal with consumer products.

Companies that put partnering into practice find they increase conflicts of interest between themselves and their clients.

"Government" is an organization that supplies goods and services to households and firms.

Relationship marketing is based on the idea that:

The four main elements of the marketing mix are:

The purpose of business is to increase the general well-being of humankind through the sale of goods and services.

In the role of team leader,the salesperson coordinates all of the information,resources,and activities needed to support customers before,during,and after the sale.

Which of the following is a unique benefit of personal selling?

What is the key to an organization's success?

What is the goal of relationship marketing? Explain the three levels of relationship marketing.

_____ are composed of multifunctional specialists who ensure that their organizations convey their needs to the seller and evaluate the accuracy of the supplier's recommendations.

How are modern day salespeople different from those in the past?

The Life, Times, and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 2: Relationship Marketing: Where Personal Selling Fits

A transaction is a trade of values between two parties.

In the role of business consultant,the consultative salesperson:

Service quality is an objective assessment determined by customers who compare service levels with industry benchmarks.

Marketing's main customer contacts are buyers.

Salespeople who fulfill the consultative role of long-term ally work to eliminate the relationship gap.

When you visit a gift shop while on vacation,your purchase of a T-shirt would be an example of _____ selling.

Wholesalers are in the distribution channels exclusively for industrial products,whereas retailers deal with consumer products.

Companies that put partnering into practice find they increase conflicts of interest between themselves and their clients.

"Government" is an organization that supplies goods and services to households and firms.

Relationship marketing is based on the idea that:

The four main elements of the marketing mix are:

The purpose of business is to increase the general well-being of humankind through the sale of goods and services.

In the role of team leader,the salesperson coordinates all of the information,resources,and activities needed to support customers before,during,and after the sale.

Which of the following is a unique benefit of personal selling?

What is the key to an organization's success?

What is the goal of relationship marketing? Explain the three levels of relationship marketing.

_____ are composed of multifunctional specialists who ensure that their organizations convey their needs to the seller and evaluate the accuracy of the supplier's recommendations.

How are modern day salespeople different from those in the past?

The Life, Times, and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters