Mktg 3310 exam 3 online files

13) In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call? A) approach B) follow-up C) demonstration D) handling objections E) preapproach

E) preapproach

14) In which step of the selling process does the salesperson demonstrate the marketing concept? A) approach B) follow-up C) demonstration D) handling objections E) preapproach

E) preapproach

11) What distribution strategy does Giant Beanstalks use? A) inclusive distribution B) exclusive distribution C) selective distribution D) intensive distribution E) extensive distribution

B) exclusive distribution

17) What characteristic makes personal selling superior to other forms of promotion? A) Flexibility B) Consistency C) Differentiability D) Measurable E) Repeatability

A) Flexibility

9) Which of the following is true of vertical marketing systems? A) Producers, wholesalers, and retailers act as a unified system. B) Channel members have no control over each other. C) Channel conflict is governed by informal mechanisms. D) The system is dominated by the consumer. E) Channel members work independently with no cooperation from other members.

A) Producers, wholesalers, and retailers act as a unified system.

21) Which of the following is a traditional direct marketing tool? A) catalog B) e-mail C) blog D) online advertisement E) Web site

A) catalog

15) What is the last step in the selling process? A) follow-up B) closing C) handling objections D) presentation E) prospecting

A) follow-up

1) A ________ is made up of the company, suppliers, distributors, and customers who partner to improve the performance of the entire system. A) value delivery network B) horizontal channel C) consumer base D) product delivery network E) product line

A) value delivery network

Moira and Mariah are sisters. Both of them are risk avoiders. They speak slowly and softly in a monotone voice, exhibit deliberate and stiff movements, and use few gestures. Both of them dislike people who tend to be slow, late, and inconsistent. They don't like the idea of dressing casually to work, and they appreciate lectures that include lots of facts and figures. According to the social style matrix, Moira and Mariah would be classified as: A. analyticals. B. drivers. C. expressives. D. amiables. E. amicables

A. Analytical

"If you'd follow my instructions more carefully and focus on getting the job done, you'd be a lot more successful." These instructions tell you that the person giving them is most likely a(n) _____ according to the social style matrix. A. driver B. expressive C. amiable D. analytical E. motivator

A. Driver

7) ________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals. A) Customer relationship management systems B) Distribution channels C) Partner relationship systems D) Consumer bases E) Buying centers

B) Distribution channels

3) ________ play an important role in matching supply and demand by providing consumers with a broad assortment of products in small quantities. A) Virtual banks B) Intermediaries C) Price consultants D) Uniform-delivery networks E) Upstream partners

B) Intermediaries

18) ________ refers to the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use. A) Sole sourcing B) Retailing C) Manufacturing D) Procurement E) Warehousing

B) Retailing

10) The Bookworm began delivering books directly to customers through mail instead of selling through brick-and-mortar companies. This is an example of ________. A) indirect marketing B) disintermediation C) franchising D) exclusive distribution E) intensive distribution

B) disintermediation

6) Which of the following is a conventional consumer marketing channel? A) producer to business distributor to end consumer B) producer to wholesaler to retailer to end consumer C) producer to end consumer to business customer D) producer to retailer E) producer to business distributor to business customer

B) producer to wholesaler to retailer to end consumer

8) A(n) ________ marketing system consists of producers, wholesalers, and retailers acting as a unified system. A) horizontal B) vertical C) multitiered D) communal E) equilateral

B) vertical

To sell to Joann, you need to appeal to her ego. She'd rather hear that your new product will make people notice her as an innovative leader than be told about the cost savings it will provide or that employees will benefit from it. Joann's social style best fits the description of _____ according to the social style matrix. A. drivers B. expressives C. amiables D. analyticals E. motivators

B. Expressive

Inez is best described as a very emotional, people-oriented person who has an animated way of talking. She also has a take-charge attitude, an ability to take initiative, and has been called a risk taker. Into which quadrant of the social style matrix would you place Inez based on this information? A. Drivers B. Expressives C. Amiables D. Analyticals E. Motivators

B. Expressives

According to the social style matrix, when selling to an amiable prospect, a salesperson should: A. avoid establishing any long-term relationship. B. stress the product's benefits in terms of its effect on the satisfaction of employees. C. highlight the power, prestige, and authority the prospect would gain from the purchase. D. try to close the deal with a quick purchase decision. E. create a presentation that would appeal to a risk taker.

B. Stress the products benefits in terms of its effect on the satisfaction of employees

20) ________ marketing involve engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships. A) Undifferentiated and differentiated B) Mass and targeted C) Direct and digital D) Internal and external E) Standardized and customized

C) Direct and digital

25) ________ marketing involve engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships. A) Undifferentiated and differentiated B) Mass and targeted C) Direct and digital D) Internal and external E) Standardized and customized

C) Direct and digital

16) In which of the following steps of the selling process does a salesperson ask a buyer for an order? A) preapproach B) qualifying C) closing D) prospecting E) approach

C) closing

23) Which of the following is a transaction site? A) Wikipedia B) Yahoo C) eBay D) IMDB E) Facebook

C) eBay

2) A ________ is a set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business user. A) product line B) product delivery network C) marketing channel D) consumer base E) resource bank

C) marketing channel

David, your company's newest salesperson, tells his sales manager, "I wish I could figure out my new prospect. He is friendly, seems to agree with everything I say, but he keeps postponing the decision about which company will be his primary supplier. It's driving me nuts!" Based on your knowledge of the social style matrix, you can inform David that his prospect seems to fall under the category of: A. drivers. B. expressives. C. amiables. D. analyticals. E. risk-takers.

C. Amiable

4) Which of the following companies uses a direct marketing channel? A) Fishhooks, a factory that manufactures fishing equipment that it ships to hobby stores worldwide B) Germfight, a factory that manufactures dental products that it distributes only to select department stores C) Apple Blossoms, a company that sells its cosmetics exclusively through Ray's Retail Store D) Holly Wreaths, a store that sells Christmas ornaments to customers via its online click-to-order catalogs E) Showdown, a clothing store that stocks merchandise from different international brands

D) Holly Wreaths, a store that sells Christmas ornaments to customers via its online click-to-order catalogs

22) ________ refers to marketing via the Internet using company Web sites, online advertising and promotions, e-mail marketing, online video, and blogs. A) Digital marketing B) Social media marketing C) Direct marketing D) Online marketing E) Multimedia marketing

D) Online marketing

24) Amazon.com and Expedia.com are best described as ________ that sell products and services directly to final buyers via the Internet. A) search engines B) content sites C) transaction sites D) e-tailers E) iTV sites

D) e-tailers

"With your gardening background, Ms. Black, I am sure you can see the time and energy you would save by investing in this new self-propelled tiller. Because you can grow an even bigger vegetable garden with the same energy, and have more vegetables to sell, you will be able to easily repay the initial investment after the first year, even when we factor in an assumed rate of interest of 12.5 percent." Based on the details provided by the salesperson's presentation here, Ms. Black most likely belongs to the category of _____ in the social style matrix. A. drivers B. expressives C. amiables D. analyticals E. avoiders

D. Analytical

James is best described as a risk avoider who moves and speaks slowly and deliberately. He is supportive by nature, cool and aloof, and never shows any emotion. In which of the following categories of the social style matrix does this information place James? A. Drivers B. Expressives C. Amiables D. Analyticals E. Gatekeepers

D. Analytical

19) Which of the following are retail strategies? A) Atmospherics B) Service C) Merchandise assortment D) Low prices E) A, B, and C

E) A, B, and C

22) Which of the following is a direct digital marketing tool? A) printed catalog B) direct mail C) telephone D) television E) blog

E) blog

5) At its most basic form, a marketing channel consists of the producer and the ________. A) retailer B) sales agent C) competitor D) processor E) consumer

E) consumer

12) Which of the following statements is true of salespeople? A) They do not work with wholesalers and retailers. B) They are employed mostly in click-only companies. C) They do not represent the customers to the company. D) They represent a company to its customers by communicating and selling. E) They represent a new class of professionals who have emerged as part of the steep rise in retailing.

D) They represent a company to its customers by communicating and selling