Marketing Final Exam

Marketing Final Exam

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Unformatted text preview: y’s product will meet or exceed the client’s needs. a. customer profile b. needs assessment c. sales proposal d. qualifying document e. forecast of needs ANS: C Solutions are typically offered to the client in the form of a sales proposal delivered during a sales presentation. PTS: 1 REF: 295 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Knowledge 83. Jel Sert Company makes convenient, durable, and eye-catching packaging. Its salesperson is demonstrating to a manufacturer of sports drinks how Jel Sert’s packaging would serve as a silent salesperson for its products. This is the _____ stage of the sale. a. leading b. development and proposal of solutions c. follow-up d. sales approach e. closing ANS: B The sales presentation often involves a face-to-face presentation of the product or its benefits to a prospect. PTS: 1 REF: 295 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Application 84. For a powerful sales presentation, salespeople must do all of the following EXCEPT: a. ask close-ended questions b. incorporate visual elements that impart valuable information c. practice d. use direct eye contact e. use hand gestures and voice inflections ANS: A Salespeople need to ask open-ended questions. PTS: 1 REF: 295-296 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Analysis 85. Which of the following statements about handling objections is true? a. A professional salesperson should not anticipate objections. b. A salesperson should view objections as requests for more information. c. Objections should not be used to close the sale. d. A good salesperson dreads having to handle sales objections. e. Objectives can only be handled when they arise, not anticipated beforehand. ANS: B A good salesperson should anticipate objections and be prepared to answer them. The way an objection is handled can be used to close a sale. A good salesperson welcomes objections as a legitimate part of the purchase decision. PTS: 1 REF: 296 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Analysis 86. What should the consultative salesperson do when the prospect says, “Are you telling me that your packaging will protect my fragile products better than your competitor’s can?” a. Conduct an unplanned needs assessment. b. Handle the question as an objection. c. Immediately leave the prospect’s office. d. Ask for referrals. e. Modify his or her sales proposal. ANS: B The client is objecting to the product. PTS: 1 REF: 296 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Application 87. When a salesperson asks for the sale, he or she is: a. closing the sale b. creating empathy c. reducing cognitive dissonance d. creating long-term reciprocal arrangements e. qualifying the sale ANS: A Closing requires courage and skill. PTS: 1 REF: 296 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Ref...
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This document was uploaded on 09/29/2013.

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