Marketing Final Exam

Support person who frees the sales representative

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Unformatted text preview: king KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Comprehension 76. Often the task of lead qualification is handled by a telemarketing group or a sales support person who frees the sales representative from the time-consuming task by engaging in: a. prequalification b. database mining c. co-opting d. cold calling e. networking ANS: A A telemarketing group or a sales support person often prequalifies the lead for the salesperson. PTS: 1 REF: 293 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Comprehension 77. The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect. a. pre-sales dialogue b. preapproach c. prospect customerization d. closing preamble e. sale profiling procedure ANS: B Before approaching customers, the salesperson should learn as much as possible about the prospect’s organization and its buyers. This process is called the preapproach. PTS: 1 REF: 293 Thinking KEY: CB&E Model Promotion OBJ: 18-6 MSC: BLOOMS Knowledge 78. During the preapproach, the salesperson would: a. b. c. d. e. TOP: AACSB Reflective ask for referrals learn as much as possible about the prospect’s organization and its buyers create point-of-purchase displays handle pricing objections do all of these things ANS: B The preapproach is a process that describes the ‘homework” that must be done by a salesperson before he or she contacts a prospect. PTS: 1 REF: 293-294 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Comprehension 79. A salesperson engaged in needs assessment does all of the following EXCEPT: a. researching the industry b. finding out about the competition c. knowing everything there is to know about the customer and its needs d. learning about the product or service e. handling objections ANS: E Handling objections occur during the sales presentation. PTS: 1 REF: 294 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Analysis 80. A _____ is a determination of the customer’s specific needs and wants and the range of options the customer has for satisfying them. a. stimulus-response continuum b. needs hierarchy c. needs assessment d. NASIC comparison e. sales probability ANS: C This is the definition of a needs assessment. PTS: 1 REF: 294 Thinking KEY: CB&E Model Promotion OBJ: 18-6 TOP: AACSB Reflective MSC: BLOOMS Knowledge 81. As part of the needs assessment, the consultative salesperson must learn everything there is to know about: a. the product he or she is selling b. the customers and their needs c. the competition d. the industry in which he or she is selling e. all of the choices ANS: E Using this information, a customer profile is created. PTS: 1 REF: 294 OBJ: 18-6 TOP: AACSB Reflective Thinking KEY: CB&E Model Promotion MSC: BLOOMS Comprehension 82. A _____ is a written document or professional presentation that outlines how a compan...
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This document was uploaded on 09/29/2013.

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