MKT 301 Quiz 3

________ refers to the sales step in which a salesperson asks the customer for an order. A) Closing B) Demonstration C) Prospecting D) Approach E) Handling objections

A) Closing

________ marketing features marketing messages and promotions delivered to on-the-go consumers through their handheld devices. A) Mobile B) Direct-mail C) Ambush D) Kiosk E) Catalog

A) Mobile

________ is defined as analyzing, planning, implementing, and controlling sales force activities. A) Sales force management B) Business intelligence C) Benchmarking D) Sales force automation E) Sampling

A) Sales force management

Which of the following is used to generate business leads, stimulate purchases, reward customers, and motivate salespeople? A) business promotion B) business plan C) SWOT analysis D) POP promotion E) benchmarking

A) business promotion

Which of the following is the first step in the personal selling process? A) handling objections B) prospecting and qualifying C) presentation and demonstration D) follow-up E) preapproach

B) prospecting and qualifying

In the ________, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that region. A) product sales force structure B) territorial sales force structure C) digital marketing system D) geographical operations system E) customer sales force structure

B) territorial sales force structure

Which of the following is true with regard to the inside sales force of a company? A) The inside sales force is invariably more attentive to customer needs than the outside sales force. B) Unlike the outside sales force, the inside sales force does not require training. C) Inside salespeople provide support for the outside sales force, freeing them to spend more time selling to major accounts and finding new prospects. D) Inside sales representatives engage in face-to-face interaction with customers. E) The inside sales force is far more knowledgeable about customer habits than are outside salespeople.

C) Inside salespeople provide support for the outside sales force, freeing them to spend more time selling to major accounts and finding new prospects.

Which of the following is true with regard to value selling? A) Value selling refers to earning business from customers by cutting down prices of value products. B) Value selling refers to the mass production of inferior-quality goods for sale. C) Value selling refers to delivering superior customer value and capturing a fair return on that value. D) Value selling tarnishes the brand image of a product in the long run. E) Value selling dilutes customer loyalty in the long run.

C) Value selling refers to delivering superior customer value and capturing a fair return on that value.

An integrated social marketing campaign likely could include all of the following except ________. A) Instagram photos B) Twitter postings C) iTunes podcasts D) Facebook pages E) YouTube videos

C) iTunes podcasts

Runners can compare performances, set up profiles, meet new people, and share information on Nike's Nike+ Web site. Nike+ is an example of a(n) ________. A) content sponsorship program B) podcast C) online community D) kiosk E) blog

C) online community

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts? A) Team selling facilitates the evaluation of individual contributions. B) Customers prefer dealing with many salespeople rather than one sales representative. C) With team selling, companies are not required to train the outside sales force any longer. D) Products have become too complicated for one salesperson to handle a large company's needs. E) Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale.

D) Products have become too complicated for one salesperson to handle a large company's needs.

All of the following are forms of traditional direct marketing EXCEPT ________. A) telemarketing B) kiosk marketing C) personal selling D) point-of-purchase promotion E) direct-mail marketing

D) point-of-purchase promotion

A(n) ________ is an individual who represents a company to customers by prospecting, communicating, selling, servicing, information gathering, and/or relationship building. A) auditor B) trainer C) human resource personnel D) salesperson E) manager

D) salesperson

________ are designed to engage consumers in interactions that will move them closer to a direct purchase or other marketing outcome. A) Digital catalogs B) Podcasts C) Online magazines D) Search engines E) Marketing Web sites

E) Marketing Web sites

________ consists of short-term incentives to encourage the purchase of a product or service. A) Benchmarking B) Value selling C) Advertising D) Conditional sale E) Sales promotion

E) Sales promotion

Which of the following is true about the sales force of a company? A) The sales force is responsible for product development and product strategy. B) The sales force oversees the auditing process and recovers money from defaulting customers. C) Salespeople represent workers' interests to upper management. D) The primary responsibility of a sales force is to formulate operational strategies. E) Salespeople represent customers to the company and manage the buyer-seller relationship.

E) Salespeople represent customers to the company and manage the buyer-seller relationship.

A(n) ________ is designed to present brand content that engages consumers and creates customer-brand community. A) podcast B) online magazine C) digital catalog D) search engine E) branded community Web site

E) branded community Web site

Amazon.com and GEICO approach customers via Web sites or mobile apps. This is an example of ________ marketing. A) niche B) multi-level C) individual D) mass E) direct

E) direct

T/F: Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as complex selling.

False; known as team selling

T/F: During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

True

T/F: For customers, the benefits of direct marketing are being able to shop online anytime and anywhere.

True