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Midterm Exam - Marketing 2

55 Questions  I  By Anthzila
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This is the midterm exam of Marketing 2 - Professional Salesmanship.

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1.  "Because Jose's neighbors are saying that the performance of Kawasaki motorcycles when it comes to fuel efficiency is better than Honda, he decided to buy the same brand." - What did influence Jose in his buying decision?
A.
B.
C.
2.  Why is it important for a sales to know the quality  and performance of a product?
A.
B.
C.
3.  Customers are always curious changes done in the product.  A salesman must alwasy know the updates of the product.
A.
B.
C.
D.
4.  The most hotheaded sometimes is the argumentative.
A.
B.
5.  Which of the following that matters to the prospect when considering buying a product?
A.
B.
C.
D.
6.  _______ is when the salesman and his prospect see each other/
A.
B.
C.
7.  "Honda Motors started creating motor engines in 1929.  Since then, they are the most successfull Asian motor brand and is number in sales for the past 10 years in the Asian market.  Its production follows a very high standard, high quality procedure, which is evident in their modern, high-tech manufacturing facilities.  The company's after sales and customer support is also world-class.  Service centers that specialized in Honda products are available in almost every corner of your area.  Damage parts? No problem.  Service centers can provide you to replace broken parts." - What information does this story give to the prospect?
A.
B.
C.
D.
8.  Jose Dela Cruz is selling sports shoe for over  years.  He always tell prospects about how the company was founded, the people behind the company how company has developed over the years.  What information that Jose is telling his prospects?
A.
B.
C.
D.
9.  When a prospect buys branded, expensive products, he/she is thinking about self - image.
A.
B.
10.  What is reason why customers are emotional and who react rationally about the product they buy?
A.
B.
C.
11.  How does discounts increase the chances of sales?
A.
B.
C.
D.
12.  A type of prospect that is exposed to and aware of the product he is interested with is referred to as ______.
A.
B.
C.
D.
E.
F.
13.  After Jose, the salesman discuss to his prospects about the history of the company, hen then talks about the latest development of the company when it comes to expansions, branches and internation markets.  What information did Jose shared to the prospect?
A.
B.
C.
D.
14.  _______ refers to the salesman efforts to win the sympathy of his prospect through certain gifts or incentive from him or the company.
A.
B.
C.
D.
15.  People who would want to shop around first before deciding to buy is the competitive type.
A.
B.
16.  A salesman knowledge of the things or services he or she is selling is known as ________.
A.
B.
C.
17.  Which of the following advatages would a sales gain if he/she knows the product very well?
A.
B.
C.
D.
18.  Which of the following are the reasons why a salesman must know his product?
A.
B.
C.
19.  A prospect also cares about the reputation and background about the company who he buys a product.
A.
B.
20.  A good salesman must always know about the price, discount and promotions that this company offers.
A.
B.
21.  The prospect becomes ___________ if he feels the salesman is interested in him/her.
A.
B.
C.
22.  Having identified and qualified his prospects is enough for a salesman to meet his client.
A.
B.
23.  Does companies also give seminars and orientation about the product?
A.
B.
24.  Which of the following is the main reason why why a salesman needs to know the particular needs of a prospect?
A.
B.
C.
D.
25.  The ingredients and materials of the product would always make prospects curious about.  They are interested in the quality of the product.
A.
B.
C.
D.
26.  A activity where products are demostrated to the public.
A.
B.
C.
27.  "Xavier Golf Estates is a pretigious, known-for-the-rich subdivision in  the city.  It has world class amenities and of course, a Golf course around the neighborhood.  Pepe just moved-in in the village and because he is new, he doesn't have any friends.  Regularly he sees his neighbors' playing golf.  He though about buying a golf equipment too so that he can mingle and create friends in the village." - What reason that influenced Jose in buying a Golf equipment?
A.
B.
C.
28.  How important is feedback from customers and prospects about the product?
A.
B.
C.
29.  Which of the following is true about the Approach process?
A.
B.
C.
D.
30.  Jose was asked by a prospect about why the product he is selling is pricey.  Jose then overcomes the prospects worry about the very high price by explaining the manufacturing process done on the product.  Jose then discussed about the matrials used, how it was made and its durability and quality that would satisfy the customer who buys it.  What information tha Jose is telling the prospect?
A.
B.
C.
D.
31.  ___________ refers to its conceptualization , production an launching.
A.
B.
C.
D.
32.  Why a salesman should always be presentable prior to sales approach?
A.
B.
C.
33.  How important for a salesman to know the company of the product he/she is selling?
A.
B.
C.
D.
34.  Which of the following is true during the approach process?
A.
B.
C.
D.
35.  An intelligent salesman who knows and can explain his product very well to the prospect will always leave a ___________.
A.
B.
C.
36.  "Pepe bought a new Iphone, even it is beyond his budget.  Pepe's colleagues and customers also use the Iphone and he feels that in order to socialize with them, he must also have that kind of gadget." - This is example on why a person buys is referred to as?
A.
B.
C.
D.
E.
37.  What is the main reason why a salesman must know the financial and personnel aspect of the company?
A.
B.
C.
38.  ________ is looking for economy and is always waiting for discounts and promo before buying.
A.
B.
C.
39.  ___________ are those which direct our responses to objects in our environment.
A.
B.
C.
40.  Which of the following is the common method for prospecting?
A.
B.
C.
D.
41.  Knowledge of the product gives/makes the salesman ___________.
A.
B.
C.
42.  How important is knowing the company of the product he is selling when a prospect is thorn between two competing brands?
A.
B.
C.
43.  Why is it important to the know the prospect?
A.
B.
C.
44.  "Just do it! This is the famous Nike swosh battle cry in which Jose feels is related to him.  Jose is an MVP varsity of a pretigious school and he feels that an MVP should buy the best, well-known shoes out there!  As an athlete for many years, Nike has given Jose good results before and the shoes is instrumental in his performances in every game."  -  What reason might Jose have in his buying decision?
A.
B.
C.
45.  Impluse and urges means that a person's buying decision is influenced when he sees a product and liked it.
A.
B.
46.  When a salesman tells a prospect about the year the company started, he talks about the company's history.
A.
B.
47.  The most easy to deal with prospect is the ________ because ________.
A.
B.
C.
D.
48.  For a salesman to get a favorable action from his sales presentation and dramatization, he must build a good relationship with his prospect.  This can be achieved by _____________.
A.
B.
C.
49.  The starting point that a salesman needs to know about a company is  _________.
A.
B.
C.
D.
50.  How does the salesman qualify his prospect?
A.
B.
C.
D.
51.  Which of te folllowing is the most important on why research is done concerning the product?
A.
B.
C.
52.  A prospect sometimes is helpless in making buying decisions.  If the salesman know the product very well, which of the following that might help the prospect?
A.
B.
C.
D.
53.  _______ is the process whereby a sales man looks for pissible buyers for his product or service and obrtains a background information of his prospect to aid him with his sales interview.
A.
B.
C.
54.  Which of the followin is the main reason why a product clinic and demonstration are done?
A.
B.
C.
55.  A meticulous prospect does not care about how a product is manufactured as long as it is branded.
A.
B.
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