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Module 8 Marketing

76 Questions
Marketing Quizzes & Trivia
Questions and Answers
  • 1. 
    What is the first principle of sales management?
    • A. 

      A company needs to hire people with excellent personal selling skills

    • B. 

      Be able to organize and lead such people, otherwise the company cannot win in the marketplace

    • C. 

      Both A and B

    • D. 

      None of the above

  • 2. 
    Which of the following statement(s) is NOT true for salespeople?
    • A. 

      They hasten the adoption and diffusion of new innovations

    • B. 

      They hasten the adaptation of their company to market realities

    • C. 

      They don’t know networks of customers and distributors on a personal level

    • D. 

      They seldom unravel the marketing mistakes made by others

    • E. 

      Both C and D

  • 3. 
    Which of the following is an objective of personal selling?
    • A. 

      To keep a current customer happy and loyal

    • B. 

      To persuade a current customer to buy more

    • C. 

      To persuade a potential customer to buy a new product or service

    • D. 

      All of the above

    • E. 

      Both B and C

  • 4. 
    What might be the objectives if a salesforce calls on retail accounts?
    • A. 

      Introducing new product lines

    • B. 

      Making sure merchandising displays are put in place

    • C. 

      Attempting to increase the amount and quality of shelf space given to its product

    • D. 

      Encouraging the account to cooperate with promotion programs

    • E. 

      All of the above

  • 5. 
    According  to  the  sales  module,  what  percentage  of  time  spent  with  customers  is  high salesforce efficiency?
    • A. 

      35%

    • B. 

      50%

    • C. 

      65%

    • D. 

      85%

    • E. 

      None of the above

  • 6. 
    Creative, win-win process improvements give the trading relationship a differentiation that benefits         .
    • A. 

      The buyer

    • B. 

      The seller

    • C. 

      Both the buyer and the seller

    • D. 

      None of the above

  • 7. 
    Which of the following is NOT a relationship selling tactic?
    • A. 

      Expanding the size of the pie

    • B. 

      Giving back parts of the pie

    • C. 

      Adding a new ingredient to the pie

    • D. 

      Reengineering the whole pie-making process

    • E. 

      They all are all a relationship selling tactic

  • 8. 
    Which of the following statement is true for bridging, as described in the sales module?
    • A. 

      Just add a new trading dimension

    • B. 

      Fundamental, long-term trading processes are altered to both seller’s and buyer’s advantages

    • C. 

      It has happened between Walmart and Procter & Gamble

    • D. 

      Both B and C

    • E. 

      All of the above

  • 9. 
    Which of the following statement is true for logrolling, as described in the sales module?
    • A. 

      Both the buyer and seller need to discuss the trading terms that are most important to each

    • B. 

      Each gives on different dimensions to make the deal

    • C. 

      Decrease the total value of the exchange and the relationship

    • D. 

      Both A and B

    • E. 

      None of the above

  • 10. 
    What are the characteristics of successful order getters?
    • A. 

      They uncover customer needs

    • B. 

      They sell value-added technical and process solutions

    • C. 

      Honest concern for the customer

    • D. 

      All of the above

    • E. 

      Both A and C

  • 11. 
    What may occur if firms do not handle the redefining of the salesperson’s role in the new age of team selling?
    • A. 

      They may lose key salespeople

    • B. 

      They may lose accounts

    • C. 

      Both A and B

    • D. 

      None of the above

  • 12. 
    What are the characteristics of EDI (electronic data interchange)?
    • A. 

      Enables automated just-in-time delivery

    • B. 

      Close monitoring of product and service quality conformance to contract

    • C. 

      Greatly reduces the need for a salesperson to service an account

    • D. 

      All of the above

  • 13. 
    Which of the following statements is true about cross-functional team management?
    • A. 

      Has a dramatic effect on the sales management of key accounts

    • B. 

      A key supplier of a component cannot become a permanent member of the cross- functional account team

    • C. 

      May invite a supplier (vendor) to attend a special or occasional meeting

    • D. 

      Both A and C

    • E. 

      All of the above

  • 14. 
    Some  entrepreneurial  risks  may  have  to  be  taken  to  give  heavy  support  and  service  to                .
    • A. 

      Large, slow-growth customers

    • B. 

      Small, slow-growth customers

    • C. 

      Large, high-growth customers

    • D. 

      Small, high-growth customers

  • 15. 
    A seller in a high-growth market faces particular problems, such as:
    • A. 

      It constantly has to adjust its organization as its sales expand

    • B. 

      If it does not adjust its organization accordingly, it opens up the market to rivals

    • C. 

      It can serve all of the new customers that are springing up in a territory

    • D. 

      Adding salespeople until they no longer generate enough contribution to justify their employment

    • E. 

      A, B, and D

  • 16. 
    Regardless  of  the  approach  used  to  organize  the  salesforce,  which  of  the  following environmental realities must be recognized by the selling firm?
    • A. 

      All customers should be given equal sales service

    • B. 

      The competition in the market

    • C. 

      Treat all salespeople equally

    • D. 

      All of the above

  • 17. 
    The  old-fashioned  geographical  sales  territory  is  often  still  preferred  over  other  sales organizational structures designed around customers or products because:
    • A. 

      It offers the firm the greatest control at a lower cost

    • B. 

      It increases sales efficiency

    • C. 

      It is more popular

    • D. 

      All of the above

  • 18. 
    Which of the following statements is true about parallel saleforces?
    • A. 

      A parallel salesforce organization is often created as the result of a takeover or merger

    • B. 

      They exist to avoid organizational po litics

    • C. 

      Kraft had four different saleforces which have now been arranged into one with 300 customer service teams

    • D. 

      All of the above are true

  • 19. 
    Total Quality Management (TQM) reengineering of processes:
    • A. 

      Can be applied to sales

    • B. 

      Can produce the same benefits as it provides in manufacturing and physical distribut ion

    • C. 

      Cannot be applied to sales because it has to deal with human beings

    • D. 

      Both A and B

  • 20. 
    The use of technology such as 800 service call numbers, cell phones, home Internet access to account records and to members of a sales support team, has:
    • A. 

      Made salespeople so much more efficient and productive

    • B. 

      Enabled many companies to greatly increase their salesforce size

    • C. 

      Led to less direct person to person interaction with customers

    • D. 

      Both A and C

    • E. 

      All of the above

  • 21. 
    The basic principle behind best practice in increasing salesforce size is    .
    • A. 

      Marginal return

    • B. 

      Total sales volume

    • C. 

      Salary and commission

    • D. 

      All of the above

  • 22. 
    Changing a sales territory   .
    • A. 

      Is a significant event

    • B. 

      Disturbs established customer relations

    • C. 

      Has repercussions on other territories

    • D. 

      All of the above

  • 23. 
    Which of the following statements is true?
    • A. 

      In the 1960s, the growth of telemarketing forced many companies to re-evaluate their sales territory strategy

    • B. 

      In the 2000s, the growth of the Internet forced a re-evaluation of sales territories

    • C. 

      Technology innovations in communication sometimes necessitate a complete restructuring of sales-force territories

    • D. 

      Both B and C

    • E. 

      All of the above

  • 24. 
    Which of the following is the first step in the process used to determine salesforce size?
    • A. 

      Set the average time that salespeople are to spend with AA to D accounts

    • B. 

      Divide the total time required to service accounts by the selling time available to the average salesperson

    • C. 

      Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D accounts

  • 25. 
    Which of the following is the second step in the process used to determine salesforce size?
    • A. 

      Set the average time that salespeople are to spend with AA to D accounts

    • B. 

      Divide the total time required to service accounts by the selling time available to the average salesperson

    • C. 

      Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D accounts

  • 26. 
    Which of the following is the third step in the process used to determine salesforce size?
    • A. 

      Set the average time that salespeople are to spend with AA to D accounts

    • B. 

      Divide the total time required to service accounts by the selling time available to the average salesperson

    • C. 

      Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D accounts

  • 27. 
    A firm has a total of 800 of all types of customers and the time required to service all those customers totals 16,000 hours per year. The firm’s salespeople have 1,000 hours of selling time per year, 25 hours of selling time per week, multiplied by 40 weeks [remember to subtract vacations (3 weeks), holidays (1 week), sick days (2 weeks) and 30 training days (6 weeks) from 52]. How many salespeople are needed to cover the market?
    • A. 

      12

    • B. 

      14

    • C. 

      16

    • D. 

      20

  • 28. 
    A firm has a total of 40 of all types of customers and the time required to service all those customers totals 100 hours per year on average for each customer.   The firm’s salespeople have 1,000 hours of selling time per year, that was calculated by multiplying 25 hours of selling time per week that the salesperson typically has available to be on the job with the customer, multiplied by 40 weeks [remember to subtract vacations (3 weeks), holidays (1 week), sick days (2 weeks) and 30 training days (6 weeks) from 52]. How many salespeople are needed to cover the market?
    • A. 

      2

    • B. 

      4

    • C. 

      6

    • D. 

      8

  • 29. 
    In  determining  salesforce  size  based  on  profit  maximization,  which  of  the  following statements is true?
    • A. 

      Consider the full costs of compensating, training, managing and supporting the salesperson’s operational expenses

    • B. 

      If the salesperson’s expected incremental dollar contribution min;77us the full cost of the salesperson is positive, then a new salesperson should be hired

    • C. 

      If the existing salespeople generate negative cash flow and the long-term prognosis is not good, you should stop hiring new salespeople

    • D. 

      All of the options are true

  • 30. 
    What characteristics does a field staff support have?
    • A. 

      Comprised of engineering and marketers

    • B. 

      Available to the customer or the salesperson by various communication methods

    • C. 

      Interacts with customer R & D and production on the development of new products, quality control or service problem

    • D. 

      All of the above

  • 31. 
    If it takes a rep longer than 3-6 months to start moving the product, then:
    • A. 

      The rep is more than likely just doing nothing

    • B. 

      The rep is not selling it to his or her existing customers

    • C. 

      The rep may be trying to use the product to break into new markets

    • D. 

      All of the above

  • 32. 
    The fair and honourable way of handling non-performance is:
    • A. 

      For the firm to inform the rep that it will follow up any leads if the manufacturer’s rep does not

    • B. 

      Fire the reps because they are not performing as expected

    • C. 

      Remind the rep to follow up with the leads

    • D. 

      None of the above

  • 33. 
    Which of the following is/are an advantage(s) of employing a rep salesforce?
    • A. 

      A fast way of building consumer franchise

    • B. 

      Ease of management and greater control

    • C. 

      Low start-up investment costs

    • D. 

      Both A and C

    • E. 

      All of the above

  • 34. 
    Which of the following is a disadvantage(s) of employing a rep salesforce?
    • A. 

      Low risk, reps get paid for what they sell

    • B. 

      Improved cash flow, you pay when you get paid

    • C. 

      Product knowledge training

    • D. 

      Good advice from reps on product design and marketing for a new venture

    • E. 

      Establishing proven performance

  • 35. 
    The concerns of “Channel Fit” can also be applied to manufacturer’s reps            .
    • A. 

      Whether they are a family business or not

    • B. 

      In the amount of business they currently do in the target industry

    • C. 

      If the rep is selling leading brands of complementary products to the target industry, it implies the rep has legitimate, desirable clients

    • D. 

      Both B and C

    • E. 

      The concerns of “Channel Fit” should only apply to marketing channels

  • 36. 
    Many representatives are eager to reduce price because             .
    • A. 

      Manufacturers’ profit margins cannot be really hurt

    • B. 

      Manufacturers encourage them to do so

    • C. 

      The sale takes less time and energy

    • D. 

      They suffer a minor commission reduction

    • E. 

      Both C and D

  • 37. 
    Which of the following statements is true about reps and customer service problems?
    • A. 

      A customer often wants to deal directly with the supplier

    • B. 

      Problems occur when the reps follow up on leads

    • C. 

      Manufacturers’ reps are good at responding to their regular customers

    • D. 

      Both A and C

    • E. 

      Most of the time, there are no problems with reps and customer service

  • 38. 
    Which of the following is/are NOT an advantage(s) of employing a rep salesforce?
    • A. 

      The halo effect (the company benefits from the other brands the rep sells)

    • B. 

      Economies of scale

    • C. 

      Sales territories where fewer customers are covered more efficiently

    • D. 

      Lower average selling cost

    • E. 

      None of the above

  • 39. 
    Which of the following is/are NOT a disadvantage(s) of employing a rep salesforce?
    • A. 

      Diseconomies of scale

    • B. 

      Difficult to fire, may lead to loss of customers and betrayal of confidences and trade secrets

    • C. 

      Low start-up investment cost

    • D. 

      Less continuous feedback

    • E. 

      None of the above

  • 40. 
    The basic cost involved in a poor recruiting effort is    .
    • A. 

      The wasted cost of spending a great deal of time and effort training

    • B. 

      The cost of exposing the customer to a poor salesperson

    • C. 

      The strain on the enterprise and its management

    • D. 

      All of the above

  • 41. 
    Which of the following statements is true about a sales representative’s job description?
    • A. 

      The second step in recruiting is to develop a sales representative’s job descript ion

    • B. 

      A good job description details the specific responsibilities of the position, the skills required and the person to whom the new hire will report

    • C. 

      Job descriptions are only used for recruiting and selecting

    • D. 

      None of the above

  • 42. 
    What are some characteristics described in the module to be a successful salesperson?
    • A. 

      Obtain a deep reservoir of technical knowledge

    • B. 

      Talk more and listen less

    • C. 

      Making the customer’s problems your own

    • D. 

      Both A and C

    • E. 

      All of the above

  • 43. 
    In selecting salespeople      .
    • A. 

      It takes a lot of skill to recognize the very bad and the very good candidate

    • B. 

      Psychologists and personal specialists have had a great deal of success helping companies identify successful salespeople

    • C. 

      It is important to conduct a job analysis at regular intervals to identify the typical salesperson’s actual daily activities

    • D. 

      It is not worth making the very best attempt to increase the effectiveness of salesforce selection

  • 44. 
    Which of the following criteria is more important in selecting salespeople as discussed in the sales module?
    • A. 

      A personal interview

    • B. 

      A resume

    • C. 

      Both the resume and the personal interview are equally important

    • D. 

      None of the above

  • 45. 
    What is true in the salesperson selection process?
    • A. 

      If candidates cannot demonstrate confidence when selling themselves, then they are unlikely to be able to sell other products and services

    • B. 

      Confrontational interviews that incorporate role-playing are often used to see how adaptable and enterprising potential salespeople are under fire

    • C. 

      Most companies test the process thinking and political skills of potential recruits using problem solving exercises

    • D. 

      Both A and B

    • E. 

      All of the above

  • 46. 
    Which statement is true about training salespeople?
    • A. 

      Only a few companies are trying to find ways of increasing the return on personal sales call

    • B. 

      Training is an investment in human capital that can produce a highly profitable return from each call

    • C. 

      Most companies don’t perceive high turnover of their salesforce as a waste

    • D. 

      On-the-job specific training may be a less important determinant of sales performance than personal characteristics

  • 47. 
    • A. 

      Basic behavioural sales training

    • B. 

      Company-specific training

    • C. 

      Both A and B

    • D. 

      None of the above

  • 48. 
    Which of the following is important while training salespeople?
    • A. 

      All salespeople need to hear, “You can do it, too”

    • B. 

      The inspirational part of training should be continued throughout the salesperson’s career

    • C. 

      The best way to preparing people for training and learning is to place them in the shoes of the teacher

    • D. 

      Knowledge about an emerging usage market segment should be taught by experienced salespeople because they are not blinded by past beliefs

    • E. 

      All of the above

  • 49. 
    Mentoring is about              .
    • A. 

      Discouraging disconnected salespeople from helping each other

    • B. 

      Solving a classic social group problem in salesforce management

    • C. 

      A mentoring system that encourages members of both groups to see the others as interesting and capable individuals

    • D. 

      In sales, real learning comes from formal training

  • 50. 
    Which of the following statement best describe rewarding the salesforce?
    • A. 

      Sales motivation drives how hard a salesperson wants to work to accomplish a task or achieve a goal

    • B. 

      Many theories and explanations for what motivates people are based on the idea that people want to work hard when outcomes are valued and when effort is linked to performance

    • C. 

      For one salesperson, money may be the strongest motivator, while for another, receiving an award at a banquet is the best incentive

    • D. 

      Both A and B

    • E. 

      All of the above

  • 51. 
    Regarding sales compensation         .
    • A. 

      The ending point for the compensation package must be the market rate in the industry, including any customary incentive schemes used by the industry

    • B. 

      Sales is typically the best paid entry level job in marketing

    • C. 

      Perhaps the most fundamental principle of sales compensation is to keep it as clear and simple as possible

    • D. 

      Both B and C

    • E. 

      All of the options are true

  • 52. 
    A company may desire to change its incentive schedule to adapt to new competitive realities or company constraints, but changing the scheme has which of the following negative effects?
    • A. 

      It is likely to confuse the more experienced salespeople who have worked under several different schemes

    • B. 

      Having adapted to them, they may find it difficult to break their behavioural adaptation and to distinguish among the schemes in their memory

    • C. 

      A history of such changes increases the expectations that the scheme will be changed again in the future, thus reducing commitment to the new scheme

    • D. 

      All of the above

    • E. 

      There are no negative effects to changing its incentive schedule - the more often the better

  • 53. 
    In considering whether or not a salesforce be paid a salary or a commission, which is NOTtrue?
    • A. 

      For the first year, a salesperson may be paid a lower base salary to compensate for time in training

    • B. 

      Much depends on the realities of the marketplace

    • C. 

      Most companies pay a base salary with a commission on all sales or bonuses for exceeding quota

    • D. 

      Both B and C

  • 54. 
    In markets where a company’s sales are highly volatile because of frequent and dramatic changes in the trading environment or in the company’s marketing strategy:
    • A. 

      A straight commission approach may not work

    • B. 

      An uncertain link exists between effort and results

    • C. 

      The uncertainty about these external determinants of success makes it less fair and reasonable to tie salesforce rewards directly to salesforce success

    • D. 

      All of the above statements are true

  • 55. 
    Generally,  the  overall  objective  of  an  enterprise  is  to  increase  profitability.  From  this perspective, which factor should a salesforce’s compensation scheme be connected to in order to maximize its profitability?
    • A. 

      Sales volume

    • B. 

      Variable costs

    • C. 

      Gross margin

    • D. 

      All of the above

  • 56. 
    What type of information needs to be disclosed to salespeople if basing compensation on gross margin is applied?
    • A. 

      The relative profitability of the item

    • B. 

      Unit cost of the item

    • C. 

      Unit selling price of the item

    • D. 

      All of the above

  • 57. 
    Which of the following statements is true while using quotas to reward high performance?
    • A. 

      Setting quotas too high may encourage customer inventory manipulation distortions at year end

    • B. 

      It is only fair to use exactly the same commission or bonus plan for every territory

    • C. 

      A general bonus scheme encourages overall cooperation and creates a company culture where everyone is aware that the company’s competitiveness depends on everyone’s performance

    • D. 

      Both A and C

    • E. 

      A, B and C

  • 58. 
    What might be the drawback in using commission compensation schemes as discussed in the sales module?
    • A. 

      They motive salespeople to sell and serve their accounts

    • B. 

      They tend to encourage a short-term and selfish perspective

    • C. 

      Firms have no solution for the problems associated with using commission compensation schemes

    • D. 

      The compensation scheme is flexible; there is no major drawback need to be concerned

  • 59. 
    A salesforce should be led from front means                 .
    • A. 

      Salespeople should not be asked to do things that the sales manager and senior management would not do

    • B. 

      CEOs convey their product enthusiasm to the public and this inspires their salesforce

    • C. 

      Both A and B

    • D. 

      None of the above

  • 60. 
    Which of the following is one of the three major benefits from requiring the senior executive team to spend time out on the road with salespeople calling on small accounts?
    • A. 

      It gives executive a second-hand sense of the market

    • B. 

      It helps senior executives understand the effects of their decision-making on the salesperson

    • C. 

      It fosters a belief in the salesforce that senior management is watching them

    • D. 

      All of the above

  • 61. 
    Sensible marketing planners              .
    • A. 

      Involve salespeople in their planning after they have tested the plan in the field

    • B. 

      Often test the implementation of proposed selling tactics in a few low-potential territories

    • C. 

      Consult and work with sales to ensure they are 100 percent behind the marketing plan

    • D. 

      Both A and B

    • E. 

      A, B and C

  • 62. 
    Sales  managers  are  involved  in  the  marketing  planning  for  key  product  markets  to                .
    • A. 

      Ensure line salespeople do not think about and interact with marketing

    • B. 

      Suggest how to re-engineer sales practices around new product launches

    • C. 

      Propose and provide incentives and rewards for suggested sales process improvements

    • D. 

      B and C

  • 63. 
    Which of the following is a best practice in annual sales conferences as discussed in the sales module?
    • A. 

      Paying $10,000 to $100,000 to have celebrity speakers at sales conferences that salespeople can take photos and shake hands with celebrity speakers

    • B. 

      Signal appreciation to both the salespeople and their families

    • C. 

      Have the marketing people party with sales people

    • D. 

      Both A and B

    • E. 

      All of the above

  • 64. 
    Which of the following contributes to the growth of the company culture?
    • A. 

      Ceremonies

    • B. 

      Rites of passage

    • C. 

      Knighting of the superstars that occur at sales conferences

    • D. 

      All of the above

  • 65. 
    Which of the following is the most powerful motivator for salespeople?
    • A. 

      Peer recognition

    • B. 

      Management speeches

    • C. 

      A new product introduction

    • D. 

      All of the above

  • 66. 
    How can recognition at a conference be made even more powerful?
    • A. 

      Recognition directed at the self-realization need of a salesperson

    • B. 

      Recognition made in front of a “significant other” attending the conference

    • C. 

      By recognizing a salesperson’s failures as well as his/her successes

    • D. 

      All of the above

  • 67. 
    A good trade show team employs    .
    • A. 

      At least two people: a screener and a closer

    • B. 

      A screener at the front of the exhibit to meet people

    • C. 

      A good closer spend his or her time at the back of the booth or in a hotel suite with serious prospects, closing deals

    • D. 

      All of the above

  • 68. 
    In some specialized markets, the annual trade show is                .
    • A. 

      An absolute must attend

    • B. 

      An important element of the marketing mix

    • C. 

      Something that is attended every second year or so

    • D. 

      Not important

  • 69. 
    Qualifying is          .
    • A. 

      A term used in personal selling to describe the process of understanding a customer’s problems

    • B. 

      Establishing a customer is a hot prospect

    • C. 

      Being approved as a preferred supplier

    • D. 

      Both A and B

    • E. 

      All of the above

  • 70. 
    The major difference between a prospect and a qualified prospect is:
    • A. 

      Prospects are more likely than qualified prospects to become customers

    • B. 

      Qualified prospects require a modification to the original presentation to make the sale

    • C. 

      There are far more qualified prospects than prospects

    • D. 

      Qualified prospects have not only the need or desire for your product, but the ability and authority to purchase it

    • E. 

      The only difference between a prospect and a qualified prospect is that a qualified prospect has purchased your product in the past and a prospect has not

  • 71. 
    What presentation format is being used when the following statement is conveyed to every prospect?  "Hello, Mrs. X, my name is Y.  I'm calling for Samantha's fashions. We carry a complete line of little girls’ playwear..."
    • A. 

      Formula-selling presentation

    • B. 

      Stimulus-response presentation

    • C. 

      Needs-satisfaction presentation

    • D. 

      Hard sell

    • E. 

      Persuasive sales presentation

  • 72. 
    Which type of sales presentation is represented by the following statement?  "What type of driving do you do? How many people will you usually have in the car? Maybe you should look at vans instead of sedans."
    • A. 

      Stimulus-response presentation

    • B. 

      Formula-selling presentation

    • C. 

      Need-satisfaction presentation

    • D. 

      Persuasive-selling presentation

    • E. 

      Canned sales presentation

  • 73. 
    Why does personal selling work better than other communication options available to firms selling in the business-to-business market?
    • A. 

      Personal selling employs more people in the North America than advertising

    • B. 

      North America firms have become particularly adepts at hiring “born” salespeople

    • C. 

      Salespeople are able to tailor unique messages for each prospective buyer

    • D. 

      Personal selling is the most expensive form of promotion

    • E. 

      Salespeople are proficient in all aspects of new product development

  • 74. 
    The primary objective of the partnering-oriented salesperson is to:
    • A. 

      Create a market-exchange relationship

    • B. 

      Close the sale quickly

    • C. 

      Develop long-term relationships with customers

    • D. 

      Act ethically when dealing with international customers

    • E. 

      Satisfy the short-term needs of the supplier

  • 75. 
    Which statement represents a correct response to postponing an objection?
    • A. 

      "I think I might be able to explain that better to you after showing you this diagram"

    • B. 

      "Yes, you're right, it is lighter, but that is done intentionally to make your work easier"

    • C. 

      "That's true, it does have a shorter shelf life, but that hasn't really been a problem. It is so popular it never gets to stay on the shelf that long anyway"

    • D. 

      "Where did you hear that? They must not have had the correct information"

    • E. 

      "As I was saying...."

  • 76. 
    At which stage of the personal selling process would you obtain a purchase commitment from the prospect?
    • A. 

      Approach

    • B. 

      Presentation

    • C. 

      Sale

    • D. 

      Follow-up

    • E. 

      Close