Midterm Exam - Marketing 2
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This is the midterm exam of Marketing 2 - Professional Salesmanship.
- 1.A salesman knowledge of the things or services he or she is selling is known as ________.
- A.
Knowing the product
- B.
Knowing the prospect
- C.
Knowing the company
- 2.Which of the following are the reasons why a salesman must know his product?
- A.
To pass the company exam
- B.
To clear out the doubts in the mind of the prospect
- C.
To emphasize the features of the product that might satisfy the prospect
- 3.Knowledge of the product gives/makes the salesman ___________.
- A.
Self respect
- B.
Self confidence
- C.
Famous
- 4.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.
Speed up his decision in buying the product
- B.
Educate the prospect about the product
- C.
Help market the product
- D.
All of the above
- 5.Which of the following advatages would a sales gain if he/she knows the product very well?
- A.
Knowledge of the product creates first impression
- B.
A knowledgeable salesman can demonstrate effectively
- C.
It makes a salesman look better and famous
- D.
A salesman can answer every question the prospect might ask
- 6.An intelligent salesman who knows and can explain his product very well to the prospect will always leave a ___________.
- A.
Drives away prospects
- B.
Pogi points
- C.
First impression
- 7.___________ refers to its conceptualization , production an launching.
- A.
Manufacturing operations related to the product
- B.
Quality and performance of the product
- C.
Improvements made in the product
- D.
History, growth and development of the product
- 8.Customers are always curious changes done in the product. A salesman must alwasy know the updates of the product.
- A.
Manufacturing operations related to the product
- B.
Quality and performance of the product
- C.
Improvements made in the product
- D.
History, growth and development of the product
- 9.The ingredients and materials of the product would always make prospects curious about. They are interested in the quality of the product.
- A.
Manufacturing operations related to the product
- B.
Quality and performance of the product
- C.
Improvements made in the product
- D.
History, growth and development of the product
- 10.Why is it important for a sales to know the quality and performance of a product?
- A.
Customers does not care about the quality
- B.
It is the most important to prospects and consumers
- C.
Customers just want to know the quality
- 11.Which of te folllowing is the most important on why research is done concerning the product?
- A.
It reveals feedback and reviews from customers about the product
- B.
It is the most important to prospects and consumers
- C.
It is not important for the prospects
- 12.Does companies also give seminars and orientation about the product?
- A.
True
- B.
False
- 13.A activity where products are demostrated to the public.
- A.
Product clinics and demonstrations
- B.
Company bulletins and publications
- C.
Company advertising
- 14.Which of the followin is the main reason why a product clinic and demonstration are done?
- A.
It gathers prospects to know about the product
- B.
It shows prospects how to use the product and demonstrate its quality and durability
- C.
It launches new products to the market
- 15.How important is feedback from customers and prospects about the product?
- A.
It gives the company publicity and marketability
- B.
It creates a salable product
- C.
It give companies the chance to improve their product
- 16.How important for a salesman to know the company of the product he/she is selling?
- A.
He can answer any question about the manufacturer of the product he is selling
- B.
He establishes loyalty to the company
- C.
He is just doing his job in knowing the company
- D.
It increases his sales and commission
- 17.How important is knowing the company of the product he is selling when a prospect is thorn between two competing brands?
- A.
The salesman can give the prospect with accurate information needed about the product
- B.
The salesman can explain accurately the marketing programs created by the company for the product
- C.
The salesman can accurate explain the company's manufacturing strategies and its maintenance to quality on the products
- 18.The starting point that a salesman needs to know about a company is _________.
- A.
Physical structure and modern features of the company
- B.
Production methods employed by the company
- C.
The history and development of the company
- D.
The industry itself where the company belong
- 19.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.
Physical structure and modern features of the company
- B.
Production methods employed by the company
- C.
The history and development of the company
- D.
The industry itself where the company belong
- 20.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.
Physical structure and modern features of the company
- B.
Production methods employed by the company
- C.
The history and development of the company
- D.
The industry itself where the company belong
- 21.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.
Physical structure and modern features of the company
- B.
Production methods employed by the company
- C.
The history and development of the company
- D.
The industry itself where the company belong
- 22.A good salesman must always know about the price, discount and promotions that this company offers.
- A.
True
- B.
False
- 23.A meticulous prospect does not care about how a product is manufactured as long as it is branded.
- A.
True
- B.
False
- 24.When a salesman tells a prospect about the year the company started, he talks about the company's history.
- A.
True
- B.
False
- 25.A prospect also cares about the reputation and background about the company who he buys a product.
- A.
True
- B.
False
- 26."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.
History and development
- B.
Service and distribution
- C.
Physical structure and modern features
- D.
Production methods
- 27.What is the main reason why a salesman must know the financial and personnel aspect of the company?
- A.
To prove that a company can have more personnel
- B.
To prove that the company is sound, solvent and most certain to continue business
- C.
To increase the salary of good performing salesmen
- 28.How does discounts increase the chances of sales?
- A.
It entices customers to buy because of lowered price
- B.
It does create an interest to the prospects
- C.
It does increase the volume of sales
- D.
All of the above
- 29.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.
Knowing the product
- B.
Knowing the company
- C.
Knowing the prospect
- 30.Why is it important to the know the prospect?
- A.
The prospect's background is vital in selling the product
- B.
To get the number of the prospect in order to contact him for future deals.
- C.
So that the prospect can ask question to the salesman.
- 31.The prospect becomes ___________ if he feels the salesman is interested in him/her.
- A.
Interested in buying the product
- B.
Willing to share his/her interest
- C.
Curious more about the product
- 32.Which of the following is the main reason why why a salesman needs to know the particular needs of a prospect?
- A.
He can concentrate on the presentation to keep a prospects interest
- B.
He can focus his presentation on the features that is most important to the prospect
- C.
He can create a good relationship with the prospect
- D.
All of the above
- 33.Which of the following that matters to the prospect when considering buying a product?
- A.
Quality and performance of the product
- B.
Value and benefits they can get from the product
- C.
Discounts and gifts given
- D.
All of the above
- 34.What is reason why customers are emotional and who react rationally about the product they buy?
- A.
Because the price of the product is very high
- B.
Because they value much the product they buy
- C.
Because they don't trust the salesman
- 35."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.
Improving self image
- B.
His past experiences
- C.
Hearsay experience
- D.
Status needs
- E.
Product image
- 36."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.
Past experiences
- B.
Hearsay experience
- C.
Through research and news
- 37."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.
Status needs
- B.
Image of the product
- C.
His past experiences
- 38.When a prospect buys branded, expensive products, he/she is thinking about self - image.
- A.
True
- B.
False
- 39."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.
Impulses and basic urges
- B.
Self image
- C.
The need for social acceptance
- 40.Impluse and urges means that a person's buying decision is influenced when he sees a product and liked it.
- A.
True
- B.
False
- 41.___________ are those which direct our responses to objects in our environment.
- A.
Influence
- B.
Motives
- C.
Urge
- 42.A type of prospect that is exposed to and aware of the product he is interested with is referred to as ______.
- A.
Open-minded type
- B.
Bargain Hunter type
- C.
Open-minded type
- D.
Intelligent type
- E.
Argumentative Type
- F.
Competitive type
- 43.The most easy to deal with prospect is the ________ because ________.
- A.
Open-minded type
- B.
Intelligent Type
- C.
Because he tried to understand the salesman
- D.
Because he wants to think first before he buys
- 44.________ is looking for economy and is always waiting for discounts and promo before buying.
- A.
Inteliigent type
- B.
Bargain hunter type
- C.
Argumentative type
- 45.The most hotheaded sometimes is the argumentative.
- A.
True
- B.
False
- 46.People who would want to shop around first before deciding to buy is the competitive type.
- A.
True
- B.
False
- 47.You will know that a prospect is slow-thinking type because ______________.
- A.
He is indecisive.
- B.
He spends time evaluating the sales proposal.
- C.
He needs somebody else's assistance before placing an order.
- D.
He is exposed to and aware of the product.
- 48._______is the combination of a feature and meaningful benefit statement.
- A.
Selling Proposition
- B.
Salesmanship
- C.
Selling Point
- D.
All of the above
- 49.Why do prospects buy?
- A.
To make him famous
- B.
To increase status needs
- C.
Satisfy needs and wants
- D.
None of the above
- 50.The important value for a salesman can sell the product well is having ________ in his product.
- A.
Respect
- B.
Trust
- C.
Faith
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