Chapter 14 student file

Chapter 14 student file - MKTG 2201 INTRODUCTION TO...

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MKTG 2201- INTRODUCTION TO MARKETING Quiz for Chapter 14 Qi Sun
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Chapter 14 Personal Selling, Sales Management, and Direct Marketing 1. Which of the following is the most logical reason that many organizations rely heavily on personal selling? ___d___ a. to make more efficient use of the promotional mix b. to quickly move a product to the maturity stage of the product life cycle c. to create consistent marketing communications d. to more effectively sell highly technical or very expensive products e. to decrease promotional expenditures 2. Which of the following is a salesperson who works to develop long-term relationships with particular customers or to generate new sales? ____b___ a. an order taker b. an order getter c. a missionary salesperson d. a new-business salesperson e. a technical specialist 3. PeopleSoft is an enterprise application software that businesses can use to create more efficient relationships with suppliers, customers, and employees. To sell the entire software package, the company uses ____d____, which includes a technical specialist, an accounting expert, a human resources expert, and a sales representative. a. a selling center b. a buying center c. relationship selling d. team selling e. partner relationship management (PRM) 4. Which of the following is a sales technique that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer? ___c___ a. proactive marketing b. reactive marketing c. transactional selling d. relationship selling e. creative selling 5. The salesperson for Americhem Plastics Corp. believes in winning, keeping, and developing her customers. In other words, she engages in ____d____. a. proactive marketing b. reactive marketing c. transactional selling d. relationship selling e. team selling 6. The first step in the creative selling process is ___b_____. a. preapproach b. prospect and qualify c. approach
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d. handle objections e. sales presentation 7. During which stage of the creative selling process would a salesperson most likely try to learn about a customer's prior purchases and personal interests? ____b___ a. prospect b. preapproach c. qualify d. close e. follow-up 8. In which step of the selling process are salespeople most likely to take advantage of multimedia technologies to support their verbal message? ____e___ a. Prospect b. preapproach c. follow-up d. qualify e. sales presentation 9. The idea that a small number of customers account for a majority of a company's sales is referred to as the ___a_____. a.
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This note was uploaded on 01/14/2012 for the course MKTG 2201 taught by Professor Jm during the Fall '10 term at Northeastern.

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Chapter 14 student file - MKTG 2201 INTRODUCTION TO...

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