Deca 2 challenge questions
Which of the following factors characterized the growth phase of business cycles
Consumers and producers are borrowing more money
Which of the following methods of making change could be used during a power or mechanical failure?
Count forward method
Matt takes the time to research his client before he makes a sales presentation. That way, he can tailor the presentation to the specific client. Which characteristic of a successful salesperson does Matt display?
Customer knowledge
When explaining product features and benefits to a customer it's important to remember that
Customers buy benefits
Dominic is always completely upfront and honest with his customers about product information which characteristic of a successful salesperson does Dominic display
Ethics
Which of the following is the best way to Jamie suspicions customers
Explain and demonstrate good service as many times as you need to
A salesperson points out that a car has side impacts air bags. The sales person has identified a product
Feature
Which of the following would provide you with information about the health of the us economy
Gross domestic product
A target market can be described as the
Group of customers the business seeks to attract
When someone says that a business has positive relations with its internal customers the person means the business has
Happy employees
Which of the following is the best way to handle slow and methodical customers
Help them along by not overwhelming them.
Customer relations skills such as courtesy and friendliness should be emphasized during a businesses
Hiring process
What will probably result if aggregate demand continues to grow and production cannot meet the demand
Inflation
Businesses strive to retain current customers because
Less expensive than attracting new customers
Which of the following is the best way to handle domineering superior customers
Let them have their say
The best way for a business to communicate with customers is to
Listen respectfully
Overall, what does marketing allow us to do?
Live our daily lives
Geographic segmentation is dividing a market by where customers are
Living
Any time too much change is given to a customer it represents a(n) ————- for the business
Loss
Karen has always wanted a horse l, and she has finally saved enough money to buy one very soon. In marketing terms Karen is a
Market
The Thompson company decided it would be more successful if it divided the total market for its products into smaller more specific groups of consumers. This business is engaged
Market segmentation
Abby wants to sell her product to a skeptical customer, so she claims it will last forever even though she knows this isn't true her actions are considered
Misrepresentation
Bobby sells a product to his customer but he doesn't check to see if it passed its most recent safety test. Bobby's guilty of
Negligence
Which of the following is the best bat to handle leave me alone customers
Never press for sales or decisions
A sales person sound as you can see the larger capacity of these washing machines will enable you to wash more clothes at one time the sales person has identified what type of benefit of the product
Obvious
Jackie is interested in predicting what special events result in higher demand for chocolate candy. She should conduct behavioral segmentation based kn
Occasion response
During which phase of the business cycle are industries and businesses producing and selling goods at their maximum
Peak
During which phase of the business cycle would there most likely be shortages of workers in captain skill areas?
Peak
The top of the business cycle is known as the
Peak
Justin has been told "no" about 10 times today by potential customers. He doesn't get discouraged or give up, however he's determined to keep looking for ways to make sales. Which characteristic of a successful salesperson does Justin display ?
Persistence and patience
Which of the following is an activity in the product/service management function
Phasing out unprofitable products
Haley has spent a great deal of time practicing and perfecting her sales presentation. What aspect of selling does this illustrate?
Planned communication
Two retail stores are striving to offer products for the lowest prices and best values in town. What role of selling in our economy does this illustrate?
Promotes competition
Which of the following is an illegal sales activity
Providing inaccurate product information
The government can restrict the flow of money by
Raising taxes
Gross domestic product that has been adjusted for inflation is knows as
Real GDP
If the contraction phase of the business cycle lasts for six months it's called an
Recession
The first step in the process of recommending specific products to customers is to
Review the customers needs
Which group of employees is most instrumental in building customer Goodwill
Salesperson
Mass marketing is not as precise as ———— marketing
Segment
Christian doesn't receive a lot of close supervision for his sales work, but he manages his time well and stays on task while characteristic if a successful sales person does christian display
Self motivation
A customer interested in buying is Danielle was told by the sales person the stereos size weight number of transistors an amount of wine at the customer left without buying what did the sales person do wrong
Sold product features instead of customer benefits
Reggie's customer is purchasing a new printer, so he mentions the need to pick up an ink cartridge at the same time. This is an example of
Suggestion selling
Which of the following is true of ethics
They are basic principles that govern behavior
Why should a businessperson understand business cycles ?
To make plans that will level out cycles
When a business strives to make every customer experience a positive one, it is remembering its
Touch points
Jared a salesperson at a sporting goods store. Suggest that his customer purchase a less expensive tennis racket that will still meet his needs of playing just a few times a year. This is an example of
Trading down
The bottom of the business cycle is called a
Trough
When there are high levels of unemployment and business failures the business cycle is in its —— phase
Trough
How long do most business cycles last ?
Varying lengths of time
A product being in great demand is a factor that might encourage businesses to
adjust prices
To buy a product, customers in a market must first
be willing to buy the product
In the marketing concept whose point of view matters most
buyers
Which marketing function involves determining where products will be sold
channel management
Of the following which is a durable good
coffee mug
Which of the following is the most common reason for businesses to search for ways to make their products better and cheaper
competition
A salesperson who tells a customer that a particular product will be easy to keep clean has presented a
customer benefit
The community college has decided to market its evening classes to women between the ages of 18 and 30 who are high school graduates. What type of segmentation is the college using
demographic
When using mass marketing, marketers seek to appeal to the
entire market Entire market. Mass marketing involves the entire market—not local, loyal, or teen customers, in particular.
Marketing is described as creating
exchanges
The period of time during the business cycle when production and employment increase is called
expansion
Selling laws exist at a ___________ level
federal and state
There are many activities in marketing that are interrelated and similar in purpose. These activities are referred to as marketing
functions
A benefit to producers and consumers of a growing economy is that it provides
higher standard of living
A new sports car has bright red paint. The bright paint is a feature rather than a benefit of the car because
it is a physical characteristic of the car.
When marketers sort customers psychographically, they divide them by
lifestyle habits
According to the marketing concept keeping company goals in mind means
maintaining the firm's purpose
Identify the marketing function in the following situation: while shopping at the mall, Susan is asked her opinion on different brands of shampoo
marketing information management
When sellers offer one-size-fits-all products that will appeal to most buyers, they are using
mass marketing
Making both buyers and sellers feel they are getting good value is part of the __________ function of marketing.
pricing
Which marketing function involves creating the correct product mix for a business
product/service management
Communicating information to consumers or clients about products, images, or ideas to achieve a desired outcome is the __________ function.
promotion
Which of the following is a tangible product
shirt
Marketers divide their markets by grouping customers according to their
similarities
Parker is making a sales presentation to a customer. He wants to make sure his company, not his competitor, gets its business. By telling the customer negative, untrue facts about his competitor, Parker is engaging in
slander
The same person can be included in more than one
target market
Maureen is a salesperson who will only buy products from those who buy from her. This illegal process is known as
reciprocity
Which of the following words best describes the role of customer service in selling
relationship
When the total market is divided, one of its groups is called a market
segment
Which of the following is an intangible product
A yearly checkup
Customer service expectations are
Based on past experiences
Which of the following is the best way to handle irritable moody customers
Be consistent with your positive behavior
Samantha never uses "strong-arm tactics " or attempts to pressure her customers into making a purchase which characteristic of a successful salesperson does Samantha display
Belief in selling as a service
Gift giving and entertaining are considered ethical issues because they risk crossing into which if the following legal problems
Bribery
Ups and downs in the level of economic activity over a period of time are called a
Business cycle
Which of the following is an example of a rational buying decision
Buying a new furnace to cut down on energy costs
Which of the following Is a true statement about customers buying decisions
Buying decisions are usually a combo of emotional and rational reasoning
One of the factors that affects business cycles is the total demand for goods and services known as
Aggregate demand
Which of the following is the best way to handle impatient-customers
Agree first on common points.
Why should a sales person select a moderately priced product to show their customer
Allows room for trading up or trading down
Which is an example of libel
An employee writes something untrue about a competitor
Which of the following is the best way to handle argumentative customers
Ask simple, polite questions with options.
The body of customers upon which a business can rely for significant repeat business is called it's
Clientele
A businesses tangible environment might include a
Comfortable waiting room
Building positive customer relations is one of the least expensive ways for a business to
Compete with other businesses
Sorting customers by their physical and social characteristics is called ________ segmentation
Demographic
Money is usually placed in a cash register drawer according to its value in...
Descending order left to right
Which of the following activities is an aspect of marketing a service
Determining how much to charge for a haircut
A sales person might encounter a legal problem if their employer
Encourages a sales person to bribe a customer