Exam 3 - successfully. PointsAwarded PointsMissed...

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Your response has been submitted  successfully.   Points Awarded  93 Points Missed  7 Percentage  93% 1. Personal selling, unlike advertising or sales promotion, involves A. customer inducements B. direct relationship between buyer  and seller C. mass marketing D. a non-personal medium Points Earned: 1/1 Correct Answer: B Your Response: B 2. The importance of the personal selling function depends partially on the nature of A. advertising B. mass marketing C. public relations D. the product Points Earned: 1/1 Correct Answer: D Your Response: D
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3. Which of the following would often need significant amounts of personal selling? A. calculators B. staples C. insurance D. soft drinks Points Earned: 1/1 Correct Answer: C Your Response: C 4. Personal selling provides the profit needed to get ____________________ to carry new products, increase  their amount of goods purchased and devote more effort in merchandising a product or brand. A. middlemen B. retailers C. staff D. employees Points Earned: 1/1 Correct Answer: A Your Response: A 5. ___________________ are in the best position to act as the intermediary, through whom valuable information  can be passed back and forth between buyers and producers. A. shareholders B. financiers C. advertisers
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D. salespeople Points Earned: 1/1 Correct Answer: D Your Response: D 6. Which of the following observations concerning salespeople is INCORRECT? A. they dispense knowledge about products to buyers B. they act as a source of marketing intelligence for  management C. they are in the best position to act as the intermediary  through whom valuable information can be passed  back and forth between product providers and buyers D. they design and develop improved products to help  serve customers better. Points Earned: 1/1 Correct Answer: D Your Response: D 7. One of the main tasks of the salesperson providing after-sale service is A. delivery or installation of the product or service  that meets or exceeds customer expectations B. gathering information about prospects C. selling additional or complimentary itemes to  repeat customers D. converting undecided customers into first-time  buyers
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Points Earned: 1/1 Correct Answer: A Your Response: A 8. For many years, the traditional approach to selling emphasized the first-time sale of a product or service as the  culmination of A. gathering information about prospects B. the sales process C. learning about products to be sold D. prospecting Points Earned: 1/1 Correct Answer: B Your Response: B 9. ______________ is the first stage in the sales relationship building process.
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Exam 3 - successfully. PointsAwarded PointsMissed...

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