MARK3337_Test2Review

Customer satisfaction arises from

A combination of the product, company and salesperson

Which of the following statements regarding general versus specific benefits is true?

An advantage statement for an important product feature that the buyer has not expressed a need for can be described as a general benefit

A well-connected person who may not make the buying decision buy who may have an impact on the person who does is a

Center of influence

A purchase based more on feelings than on logic is a(n):

Emotional buying motive

A habitual rebuy is a routine purchase of items needed by a business-to-business customer

False

Based on the commercial shown and discussion in lecture, Walmart positions itself as high quality

False

Developing a product strategy involves studying your product and company features but does not involve configuring value added solutions

False

Diagnostic selling is a process where sales people tell clients/prospects what they know is the problem with their business

False

Plant tours do not represent a good source of product information

False

The video clip from the movie Pursuit of Happiness demonstrated the referral method of prospecting

False

in most cases, the same sales strategy is used to sell a new and emerging product as a mature, well-established product

False

Situation questions are meant to do which of the following?

Gather general data to assess what is going on in the client/prospect's world

Your 30-second commercial or personal pitch should tell someone all of the following except

How much does it cost? -Who are you? -What do you do? -Why are you here?

Which one of the following efforts is used by progressive marketers to improve the quality of the prospecting process?

Make more cold calls to increase the volume of the pipeline

At which stage is the typical buying process is the customer aware of a need and has evaluated one or more solutions with the resolve to do something, but may have obstacles or concerns to contend with?

Resolution of problems

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others

Role

The following are all key steps to take doing research except

Tell the client/prospect what their problems are based on your research -Learn about the company -Do a background check -Be curious to know more

Networking, as it applies to the field of selling, is a method of prospecting

That relies on making contacts with people and profiting from the connection

A value proposition is

The set of benefits and values the company promises to deliver to customers to satisfy their needs

A solution is a mutually shared answer to a recognized customer problem

True

The generic is the basic, substantive product you are selling

True

The goal of prospecting is to build a prospect base made up of current and potential customers

True

There are three types of organizational buying situations: new task buy, straight rebuy, and modified rebuy

True

Successful sales presentations convert product features into

buyer benefits

First impressions are made based on what people see, hear, and sense

true