Example Problems Marketing 3000

If you are wrong, which of the following should you do?

Admit it

Routine Decision Making Example

Commonly sold items

Which of the following is a correct statement?

Compared to B2C, B2B marketers will have fewer number of buyers

Which of the following best describes the attitude toward the customer that a B2B salesperson should have?

Helping

Extensive Decision Making Example

High Price/Exclusive Distribution

Which of the following is needed when giving appreciation to others?

It must be sincere

Limited Decision Making Example

Small Electronics (Selective Distribution)

Which of the following is the cheapest way to handle customer support?

Social Media Discussion

Which of the following determines the importance of the relationship between sales and buying organizations?

The level of dependence between the two

Which of the following is advised when nothing else works?

Throw down a challenge

The analogy of fishing was used to emphasize which of the following?

To catch a big fish, use a big pole

What are the two goals of viral marketing for consumers according to the book?

To take action and forward the message

Instead of condemning people you should ___________________.

Try to understand them

Which of the following is a key to writing a good press release?

- Avoid Hype - Write like a journalist - keep it short (all of the above)

Which of the following is a key tenet of mobile marketing?

- Convenience - Location - Permission - Relevance (All of the above)

Which of the following is a way to get people to like you?

- Smile - Remember Peoples Names - Be a good listener - Talk in terms of other peoples interest (All of the above)

For a salesperson, effective listening involves which of the following?

- Sustained concentration - Staying present, in the moment - Focusing on what the client is saying (All of the above)

If reach is 100,000 households and frequency is an average of 4 times a month, what is the impact?

400,000

According to the book, about what % of businesses buy paid search ads?

90%

As a salesperson, to successfully teach your customer, you have to __________________.

Challenge their assumptions

Which of the following is the most important step in the customer relationship selling process?

Follow-up and service

According to the book, which of the following was used as an example of successful mobile marketing?

Macy's

Advertising that is content paid for and created by the advertiser is called _________ advertising.

Native

Which of the following is most appropriate to use when the levels of product complexity and risks are extremely high?

Personal Selling

Which of the following is primarily used in B2B because the number of buyers is relatively fewer than in B2C marketing?

Personal Selling

One reason selling skills are required in non-selling positions is because leadership requires _________.

Persuasion

Which of the following is a way to avoid an argument

Promise to think over your opponents' ideas and study them carefully

Which of the following is associated with intensive distribution

Routine decision making

Which of the following is associated with personal, proximity and pervasive?

an iPhone