50 questions

Which of the following could a business do to help build clientele?

he correct answer is to ask for referrals. When customers are satisfied with a business and recommend it to others, the business's clientele has the potential to grow. Through referrals, a business can keep up a constant stream of prospective customers.

When is a company permitted to call a phone number that has been placed on a no-call list?

if they have a business relationship

Carl read in the newspaper about a new lawnmower in stock at the local home improvement store. He went to the store, found the machine he wanted, and left that same day, ready to turn his lawn into a manicured masterpiece. Which information source appealed to Carl?

printed materials

Which law prohibits companies from charging extremely low prices to drive out competition?

unfair trade practices law

You and your competitor offer similar products that are necessities to your customer base. Although you believe there is a difference in the two products, the customers do not. Your product costs more than your competitor's. Which product will your customers purchase?

your competitor's product

Which of the following is an example of a trial close?

"I believe Package A would best fit your needs. How does that sound to you?"

Intermediaries facilitate and negotiate the movement of a product through the channel of distribution, or channel management. Those intermediaries are

Agents or brokers

"Would you like to go with the oak wood flooring or the cherry wood?" Is an example if what type of closing technique?

Alternative

Which of the following statements is true regarding negative ratings and reviews?

Companies should respond to negative comments and reviews in a respectful, helpful, and concerned manner to foster positive customer relations.

In order to create a product position, the company must first:

Define its target market(s)

A boutique hotel with several unique amenities and a targeted audience would fall under which competitive advantage category?

Differentiation Focus

The easiest way for most companies to increase sales/profits is to:

Increase revenue per sale

Which segmentation is not a grouping for B2C markets?

Industry Type

A company that uses newsletters, employee events, and training to help motivate employees is utilizing _________ marketing.

Internal

Which best describes the "Discussion" section of a written research report?

Listen to and handle

What is marketing research?

Marketing research is the function that links consumers to the marketer through information.

involves make false or exaggerated claims about a product's features or benefits.

Misrepresentation

For the business, gift certificates may be seen as a form of:

Promotion

All of the following are considered "prior activities" of a sale, except which one?

Rack

Tyra is a salesperson for Dinder/Mefflin Paper Company. She is visiting a company today to help assess their needs and make a sales presentation. She is meeting with the department manager and company buyer. While walking through the office, however, she stops to speak to the secretary and asks about the office's paper needs and problems that need to be solved. Which of the following techniques did Tyra use to help uncover needs?

Talk to others

Jonathan must drive 30 minutes to work everyday. The price of gasoline has increased recently and cost Jonathan more money from his paycheck. Johnathan continues to drive to work and use the same amount of gas. His demand for gasoline is

The correct answer is Inelastic. Inelastic demand is constant demand for products and services , even though the price may raise.

Hillary's, a clothing store that recently opened in the Oakland Mall, is becoming very popular by giving out "Hillary Bracelets," which are stylish leather bracelets given to any customer who makes a purchase of at least $25. What does giving out these bracelets give Hillary's?

The correct answer is a competitive advantage. No other business gives out Hillary Bracelets, making Hillary's a unique place to shop and drawing in customers. The bracelets, therefore, will likely give Hillary's a competitive advantage.

Which of the following would a salesperson must likely NOT use during a sale?

The correct answer is the intranet, which is a business's internal computer network: not typically used during a sale.

What is the purpose of using charts, graphs, or tables in a presentation?

They allow viewers to interpret data more quickly and efficiently

Is it considered ethical or unethical for a business to use Spyware technology without providing information to its computer users on the Internet that they are doing so?

Unethical

A data _________ is a large store of data from many sources within a company that is used to guide management decisions.

Warehouse

In general, most individuals trust _________ far more than ___________.

Word of mouth; Advertisements

What should be at the core of your sales presentation?

Your product

Making sure the headline, colors, illustrations, and body copy promote the same theme is an example of coordinating:

a book of personal records

A company that has at least one third of its earnings from outside of its home country, has public financial data and is easily recognizable outside of its regular customers is known as a

global brand

Which of the following is a good characteristic of a good questionnaire?

has questions laid out in a logical sequence