MKTG Mini Test 11

MKTG Mini Test 11 - 1 Marks 1 Which of the following is a...

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1 Marks: 1 Which of the following is a selling situation as described in class? Choose one answer. a. All of the above are selling situations. b. A salesperson in an appliance store wants a customer to buy a service contract to protect her new appliance. c. A student is unhappy with her grade and tries to convince the instructor to change her grade. d. A teenager asks his girlfriend to go to a dance with him. e. A person asks a friend to become his room mate in order to share the cost of renting an apartment. Correct Marks for this submission: 1/1. Question 2 Marks: 1 The premise behind sales teams is that? Choose one answer. a. It is difficult to find one person who has all of the skills it takes to be a good salesperson. b. These are all part of the premise behind sales teams. c. Sales is a lonely profession and working in teams allows salespeople to feel less lonely. d. Salespeople tend to perform better when they are in competition with others. e. If you spread the work around, you don't have to pay people as much.
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Incorrect Marks for this submission: 0/1. Question 3 Marks: 1 In dealing with the ____________ issue in sales management, there is a tradeoff between salary and commission? Choose one answer. a. Compensation b. training c. Recruitment and selection d. Performance evaluation e. Supervision f. Assimilation g. Motivation Correct Marks for this submission: 1/1. Question 4 Marks: 1 The key to success with the ____________ approach to selling is to contact as many people as possible and hope that one of them will be interested in your product? Choose one answer. a. High pressure sales b. Shotgun selling c. Adaptive selling d. Consultative selling
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e. Psychological selling Correct Marks for this submission: 1/1. Question 5 Marks: 1 When using the consultative approach to selling, the first part of the _____________ stage of the personal selling process involves asking a series of questions so that the salesperson can understand the customer's needs? Choose one answer. a. Pre approach b. Approach c. Follow-up d. Presentation e. Prospecting f. Close Incorrect Marks for this submission: 0/1. Question 6 Marks: 1 The __________ environment deals with issues that are beyond your company's ability to control directly? Choose one answer. a. Micro- b. External c. Macro-
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e. Internal Correct Marks for this submission: 1/1. Question 7 Marks: 1 A marketer interested in selling luxury goods would naturally pay close attention to changes in the amount of? Choose one answer. a. Consumer income b. Discretionary income c. Gross income d. Disposable income e. National income Incorrect Marks for this submission: 0/1. Question 8 Marks: 1 When I go to the grocery store, I see several types of cola products. Sometimes, even though I am in the mood for a cool, refreshing Cola, I keep my money in my pocket because I am saving up for a new high definition television set. For the Coca Cola Company, this is an example of ___________ competition? Choose one answer.
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This note was uploaded on 05/10/2010 for the course MKTG 431 taught by Professor Brucerobertson during the Spring '07 term at S.F. State.

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MKTG Mini Test 11 - 1 Marks 1 Which of the following is a...

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