Marketing and Sales Flashcards
… is the worth in monetary terms of the economic, technical, service and social benefits a customer receives in exchange for the price it pays for a market offering.
a. Marketing efforts
b. Planning
c. Value
d. Marketing intelligence
e. Product
… is the worth in monetary terms of the economic, technical, service and social benefits a customer receives in exchange for the price it pays for a market offering.
c. Value
Sales of products in introductory stage are recorded by a company as:
a. Low sales
b. Rapidly rising
c. Peak sales
d. Gradually declining
e. None of the above mentioned
Sales of products in introductory stage are recorded by a company as:
a. Low sales
Marketing … is the aggregating of prospective buyers into groups that have common needs and will respond similarly to a marketing action.
a. Segmentation
b. Persuasion
c. Modifying the offer
d. Evaluation
e. Neither of the above
Marketing … is the aggregating of prospective buyers into groups that have common needs and will respond similarly to a marketing action.
a. Segmentation
Which of the following is not a good strategy for becoming an effective salesperson?
a. Knowing ahead of time how you want to present your product or service
b. Not focusing on customer complaints; they will just get you down
c. Making sure you experience a call from one of you competitor’s salespeople
d. Assuming every person you sell to knows at least 250 other people
e. None of the above mentioned
Which of the following is not a good strategy for becoming an effective salesperson?
b. Not focusing on customer complaints; they will just get you down
Which of the following is best described as a market-oriented business definition?
a. Tallinn Railroad: We run a railroad
b. Xerox: We make copying equipment
c. Olerex Oil: We sell gasoline
d. Encyclopedia Britannica: We distribute information
e. Netflix: We make movies
Which of the following is best described as a market-oriented business definition?
e. Netflix: We make movies
Which of the following involves adapting a firm to take advantage of opportunities in its constantly changing environment?
a. Team planning
b. Short-term planning
c. Media planning
d. Strategic planning
e. Annual planning
Which of the following involves adapting a firm to take advantage of opportunities in its constantly changing environment?
d. Strategic planning
The essence of selling is:
a. Being charming
b. Doing what you are told
c. None of the answers
d. Complaining
e. Teaching
The essence of selling is:
e. Teaching
Many salespeople earn a commission, which is a percentage paid on every:
a. profit
b. sales call
c. sale
Many salespeople earn a commission, which is a percentage paid on every:
c. sale
During each sales call you make, focus on this:
a. What does the customer need?
b. Is this customer someone who would buy this product?
c. How can I make this sale?
During each sales call you make, focus on this:
a. What does the customer need?
What should you do during a sales call right after briefly telling the customer about your product/service?
a. Sit back and listen to the customer’s response, in order to learn what the customer needs
b. Ask questions to keep the customer engaged in the sales call.
c. Keep talking so the customer doesn’t lose interest
What should you do during a sales call right after briefly telling the customer about your product/service?
a. Sit back and listen to the customer’s response, in order to learn what the customer needs
How should you deal with a customer’s objections during a sales call?
a. Ignore objections so the customer will forget about them
b. Take objections as a sign that the customer is not likely to buy from you
c. Always acknowledge objections and respond to them
How should you deal with a customer’s objections during a sales call?
c. Always acknowledge objections and respond to them
The rule of thumb is that if a customer says “No” this many times, he/she means it:
a. four times
b. once
c. three times
The rule of thumb is that if a customer says “No” this many times, he/she means it:
a. four times
Successful businesses are built on:
a. huge sales
b. repeat business
c. frequent sales
Successful businesses are built on:
b. repeat business
Which of the following is not an example of customer service?
a. keeping a customer on hold longer than necessary
b. providing a toll-free customer assistance phone line
c. suggesting a less expensive product that will meet the customer’s need
d. delivering a product on time
Which of the following is not an example of customer service?
a. keeping a customer on hold longer than necessary
When responding to customer complaints you should do all of these except:
a. limit the time for criticism
b. acknowledge and deal with them
c. do not take negative comments personally
When responding to customer complaints you should do all of these except:
a. limit the time for criticism
