Marketing final

A strong sales presentation requires a salesperson to: a. Tell, Show and Do b. Stop, Drop and Roll c. Ask, Demonstrate and Explain

A

If you use a survey and administer it to everyone in your target group it is called a(n): a. Census b. Sample c. Portion d. None of the above

A

Selling batteries to a person who purchases a flashlight is an example of what type of suggestion sale item? a. Related items b. Larger quantities c. New items d. Specials e. None of the above

A

Which method of collecting primary data does this describe: Not used very often because it is expensive to implement a. Experimental Method b. Government publications c. Observations d. Surveys

A

"If you make the purchase today I can include a free second garage door opener" is an example of which method of closing the sale? a. The Choice close b. The Assumptive close c. The Urgency close d. The "Little Extra" close e. None of the above

D

183. Which method of collecting primary data does this describe: Allows for very large samples of the population thus making the results statistically significant. a. Experimental Method b. Government publications c. Observations d. Surveys

D

With the rise of social media most customers know a lot about the product before they shop so getting it into their hands and allowing them to operate is no longer important

False

"You are correct, it is very thin and that will allow for the lighter weight that you are looking for." Is an example of which method of overcoming objections? a. Direct Denial b. Boomerang c. Conditional Close d. Justification e. The List f. Substitution

B

When creating a survey instrument, limit the number of ranking options to no more than four

False

Which of the following is not a method of collecting primary data? a. Experimental Method b. Government publications c. Observations d. Surveys

B

"If you really like it, you should know that inventory is low. I wouldn't want you to miss out" is an example of which method of closing the sale? a. The Choice close b. The Assumptive close c. The Urgency close d. The "Little Extra" close e. None of the above

C

Which method of collecting primary data does this describe: provides information regarding topics people would otherwise be unwilling to talk about. a. Experimental Method b. Government publications c. Observations d. Surveys

C

Which method of collecting primary data does this describe: personal interviews may be used but it is expensive. a. Experimental Method b. Government publications c. Observations d. Surveys

D

"So, if I understand you correctly, your concerns about this printer are the size, cost of ink and the lack of a wireless printing option. Let's look at each of these concerns" is an example of which method of overcoming objections? a. Direct Denial b. Boomerang c. Conditional Close d. Justification e. The List f. Substitution

E

Which of the following are examples of buying signals? a. The customer seems to focus on one particular item b. The customer picks up the product and handles it c. The customer asks about delivery d. The customer asks more detailed questions e. All of the above f. None of the above

E

I can tell you like the fit of this suit, but since you want a lighter weight fabric let me show you this one" is an example of which method of overcoming objections? a. Direct Denial b. Boomerang c. Conditional Close d. Justification e. The List f. Substitution

F

In general, you should not show a customer more than six products/options at a time

False

Primary data is information that is available in books or magazines

False

A random sample ensures that every member of the population has an equal chance of selection

True

A salesperson should look at customer objections as an opportunity, not a problem

True

Before you can begin research you need a clear and concise statement of the problem

True

Begin to analyze the data by looking for questions where the majority or significant number of respondents rated it low or unsatisfactorily

True

Collecting information from individuals using surveys or questionnaires is the most common method of collecting primary data.

True

Even the best salespeople close a small percentage of their sales presentations

True

Follow a four-step process to overcome an objection--ending with making a sale

True

In general, use open-ended questions because they require more than a "yes" or "no" answer

True

In multiple choice questions you want to avoid overlapping of the possible responses. For instance, the following possible answers to a question would violate this tip: 18-25, 25-25, 35-345, over 45

True

Recommendations made form the analysis of the data should address the original question or problem

True

Research indicates that suggestion selling, when done correctly, increases customer satisfaction

True

Secondary data is simply information that has already been collected and is available for use

True