Selling And Sales Midterm

60 cards

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Created Nov 13, 2009
by
colbywiesman

 

 
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1
Intergrated marketing communications focuses on coordinating video with radio advertising. ...
 
T
2
Normally, missionary salespeople and local distributor salespeople are intensively competitive...
 
F
3
Six Sigma selling programs are desingned to reduce and eliminate errors in the selling system
 
t
4
As a field salesperson, Sheila schedules her sales calls, decides when she will do her paperwork,...
 
t
5
European customers place more emphasis on the rapport developed with a salesperson whereas...
 
?
6
For consumers, value equals selling costs minus the selling price and effort
 
F
7
Customer satisfaction occurs when the buyer's expectations are met and needs fulfilled.
 
T
8
Relational partnerships are created explicitly for the purpose of uncovering and expoiting...
 
F
9
The typical goal for market exchange selling is to maximize lifetime customer relationships.
 
F
10
Boundary-spanning employees are only needed in the early stages of the development of the buyer-seller...
 
F
11
Legal principles guide market exchange relationships
 
T
12
Bribes typically have no negative consequences for the purchasing agent's firm--only for the...
 
F
13
It is easy to develop a reimbursement policy that prevents salespeople from cheating and yet...
 
F
14
Since making the sale is ultimately the only thing that is important, you should refrain from...
 
T
15
Factual statements, such as "It is easy to repair," or "parts are readily available," may be...
 
T
16
Salespeople selling OEM products need to demonstrate that their product helps customers produce...
 
T
17
Organizational selling often requires salespeople to know about the customer's customers
 
T
18
Global sourcing is a key factor in achieving a sustainable competitive advantage.
 
T
19
Derived demand means demand is derived from the increase in GDP.
 
F
20
Life-cycle costing is a method of pricing based on product life cycle stages.
 
T
21
Two-way communication starts with decoding, the translation of thoughts into words, which are...
 
F
22
The 80-20 listening differential suggests salespeople should speak 80 percent of the time and...
 
F
23
Customers may become annoyed if the salesperson overuses the active listening suggestion of...
 
F
24
Most sales transactions take place in the personal zone
 
T
25
In a high context cultural such as found in the United States, lawyers are very important;...
 
F
26
Personal selling is the most effective marketing communication medium because it allows salespeople...
 
F
27
Industrial purchasing agents rate the product knowledge of a salesperosn to  as the most...
 
T
28
The sales manager suggests "Lets talk about why you did not achieve your goals last month."...
 
T
29
Teddy has some very strong opinions on whether his local senator should be re-elected in the...
 
F
30
When considering social style and sales jobs, the best salespeople are amiables and drrivers....
 
F
31
The text defines personal selling as a business activity involving a person-to-person communication...
 
Uncovers and satisfies the needs of the buyer to the mutual, long term benifit of both parties...
32
Valerie's goal as a sales rep is to add ____, which is the total benefit that her company's...
 
value
33
Gwen is considering how to sell her new product.  She is considering Internet sales, hiring...
 
Go-to-market-strategies
34
The primary vehicle for providing unpaid personal communications to customers is:
 
publicity/ word of mouth
35
The set of people and organizations responsible for the flow of products and services from...
 
Distribution channel
36
Gerry's company brought in the top performing salespeople and studied their sales presentations....
 
Canned sales pitch
37
The aggressive, arm-twisting, customers'-wants-don't-matter style of selling that created some...
 
sales era 1930-1960
38
During the _____ era of the evolution of personal selling, salespeople took on the role of...
 
marketing era
39
___ are long term market exchanges in which the buyer purchases out of habit or routine. ...
 
Functional relationships
40
The two types of partnerships between buyer and seller are called:
 
relational and strategic relationships
41
Ryan really wants to make his monthly quota. He has only two sales calls scheduled for the...
 
persuade but not munipulate
42
Ivan sells customized computer software and hardware to small businesses. To make the sale...
 
Been deceptive/ unethical
43
The manager of the linen section of the department store, purchases towels from the XXX Textile...
 
Kickback
44
Dmitri is trying to establish a long-term relationship with the purchasing agent at Longwood...
 
will gail a reputation of being untrustworthy
45
Salespeople engage in _____ when they ignore a purchasing agent's (PA) policy against contacting...
 
back door selling
46
Reginald is determining which new products he will add to his gift and card store.  As...
 
Profit margin, turnover, effort
47
Salespeople need to understand that purchases made by their customers' customers exemplify:
 
Derived Demand
48
In which stage of the buying process was the chief executive of Norell, an agency that supplies...
 
Recognizing a need or a problem/step 1
49
Regan wants to develop a long term relationship with his customers.  To accomplish this...
 
Evualating product performance/ step 8
50
 Handell has established a small company that manufactures decorative items for the home....
 
new task
51
In two way communication, encoding and decoding referto ____ and ____ thoughts and interpretations. ...
 
ENCODING REFERS TO THE TRANSLATION OF THOUGHTS INTO WORDS, DECODING REFERS TO INTERPRETING...
52
What should a salesperson do if a prospect asks him to conduct the sales presentation near...
 
ask to move the meeting to a quieter place
53
Instead of describing the product, the salesperson was nodding her head and using expressions...
 
active listening/ two way communication
54
In the United States, which of the following nonverbal communications is positive and indicates...
 
making eye contact
55
The physical space between two people who are interacting can be divided into four zones. The...
 
intimate
56
Jimmy sells encyclopedias. Every time he knocks on the door, he begins by asking, "Are there...
 
canned or standard memorized
57
Fiona has developed an outline presentation rather than use the company's standard memorized...
 
WELL ORGANIZED, INFORMAL AND NATURAL, AND FLEXIBILITY IN THE APPROACH TO PRESNT KEY POINTS...
58
Before Harley can make a customized presentation he will need cooperation from the customer...
 
a detailed analysis of customers needs
59
When Tony sells his company's line of wind chimes to Tom King, the owner of King's Nursery,...
 
adaptive selling
60
"Your approach on that last call was off-target. You were emphasizing low acquisition cost...
 
diagnostic feedback


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