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Selling Strategically > Exam 1 > Flashcards

Exam 1 Flashcards

1
Q

the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large

A

Marketing

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2
Q

4 Ps of Marketing

A

Product, place, price, and promotion

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3
Q

What are the essentials of a firm’s marketing effort

A
  1. determine the needs of its customers

2. create and maintain an effective marketing mix that satisfies customer needs

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4
Q

What is critical to selling

A

examine the customers needs, provide information and solutions to meet the customers needs, provide after the sale service to

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5
Q

What is professional selling

A

Refers to the personal communication of information, to unselfishly assist someone

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6
Q

2 primary duties of professional selling

A
  1. unselfishly serve the buyer or buying organization

2. professionally represent the selling organization

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7
Q

Skills used in sales

A

Communication, personal interactions, problem solving, persuasion

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8
Q

Sales is the first job chosen by how many of all business majors

A

60%

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9
Q

Sales is the first job chosen by how many of all marketing majors

A

88%

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10
Q

Workers across a range of occupations suggest that (how much) of their time is devoted to sales like activities

A

41%

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11
Q

Refers to making a contribution to the welfare of others

A

Service

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12
Q

Type of Sale: For resale, for use in producing other goods, for use within an organization

A

Selling for a Wholesaler

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13
Q

Type of Sale: Working for the firm who manufactures the product, usually one of the most prestigious jobs to hold

A

Selling for a manufacturer

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14
Q

Type of Sale: sells goods or services to consumers for their personal, non-business use

A

Retail Selling

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15
Q

Type of Sale: face to face sales to consumers, typically in their homes, who use the products for their non-business personal use

A

Direct Selling

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16
Q

Order takers

A

salesperson does exactly what customer tells them to do; may not use a sales presentation

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17
Q

Order Getters

A

use creative sales strategies to better understand customer needs; creates value by helping provide solutions

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18
Q

philosophy of unselfishly treating others as you would like to be treated

A

Golden Rule of Personal Selling

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19
Q

the most difficult trait for a salesperson to develop

A

self-control

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20
Q

the cognitive ability to see the selling process as a whole and the relationship among its parts

A

conceptual skill

21
Q

common denominator of a successful salesperson

A

unselfish and sacrificing for prospects

22
Q

Preconventional

A

what can i get away with

23
Q

conventional

A

what am i legally required to do

24
Q

principled

A

what is the right thing to do

25
Q

leading influences on american ethics are

A

movies, TV, the internet, books, music, public policy, law, and family

26
Q

a point of reference

A

is fixed, is separate from you, no one else may influence

27
Q

code of moral principles and values that govern the behaviors of a person or a group with respect to what is right or wrong

A

ethics

28
Q

ethical dilemmas may involve these three people:

A

salespeople, employer, customers

29
Q

factors influencing the buying process

A

individual, social, organizations climate

30
Q

taking a second job while still working for your primary one

A

moonlighting

31
Q

When a customer relies on a salesperson’s statements, purchases the product or service, and then finds that it fails to perform as promised, the supplier can be sued

A

misrepresentation and breach of warranty

32
Q

The act allows sellers to grant what are called quantity discounts to larger buyers based on savings in manufacturing costs.

A

Robinson-Patman Act of 1936

33
Q

To buy a particular line of merchandise, a buyer may be required to buy other, unwanted products.

A

tie-in sale and is prohibited under the Clayton Act

34
Q

the buyer may cancel the contract, return any merchandise, and obtain a full refund.

A

cooling off laws

35
Q

official given the responsibility of corporate conscience who hears and investi- gates ethics complaints and informs top management of potential ethics issues

A

ethics ombudsperson

36
Q

buyer’s need to purchase the most satisfying product for the money

A

economic needs

37
Q

A direct, detail-oriented person. Likes to deal in sequence on his/her time. Very precise, sometimes seen as a nitpicker. Fact oriented.

A

thinker

38
Q

Effective communicator, deliberative, prudent, weighs alternatives, stabilizing, objective, rational, analytical, asks questions for more facts.

A

thinker

39
Q

Verbose, indecisive, overcautious,
overanalyzes, unemotional, nondynamic, controlled
and controlling, overserious, rigid, nitpicking.

A

thinker

40
Q

A knowledgeable, future-oriented person.
An innovator who likes
to abstract principles from a mass of material. Active in community affairs by assisting in policy making, program development, etc

A

intuitor

41
Q

Original, imaginative, creative, broad-gauged, charismatic, idealist, intellectual, tenacious, ideological, conceptual, involved.

A

intuitor

42
Q

Unrealistic, far-out, fantasy-bound, scattered, devious, out-of-touch, dogmatic, impractical, poor listener.

A

intuitor

43
Q

People oriented. Very sensitive to people’s needs. An emotional person rooted in the past. Enjoys contact with people. Able to read people very well.People oriented. Very sensitive to people’s needs. An emotional person rooted in the past. Enjoys contact with people. Able to read people very well.

A

feeler

44
Q

Spontaneous, persuasive, empathetic, grasps traditional values, probing, introspective, draws out feelings of others, loyal, actions based on what has worked in the past.

A

feeler

45
Q

Impulsive, manipulative, overpersonalizes, sentimental, postponing, guilt-ridden, stirs up conflict, subjective.

A

feeler

46
Q

Action-oriented person. Deals with the world through his/her senses. Very decisive and has a high energy level.

A

senser

47
Q

Pragmatic, assertive, directional results oriented, technically skillful, objective— bases opinions on what he/she actually sees, perfection seeking, decisive, direct and down to earth, action oriented.

A

senser

48
Q

Impatient, doesn’t see long range, status- seeking, self-involved, acts first then thinks, lacks trust in others, nitpicking, impulsive, does not delegate to others.

A

senser

Selling Strategically (3 decks)

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