MKT 315 Exam 1 Questions And Answers Graded A+ 2024.

MKT 315 Exam 1 Questions And Answers Graded A+ 2024. T or F: Personal selling is the craft of persuading people to buy what they do not want and do not need for more than it is worth. - correct answer. false T or F: Customers who use multiple channels or sources for gathering information are referred to as "omnichannel buyers" Correct! - correct answer. true T or F: The goal of selling is merely to promote a product or service - correct answer. false T or F: The personal value equation of a buyer is the selling price minus the benefits received - correct answer. false T or F: In the context of communicating marketing messages to customers, firms have more control when using unpaid methods of communication than when using paid methods of communication - correct answer. false T or F: Activities such as prospecting for new customers, making sales presentations, demonstrating products, negotiating price and delivery terms, writing orders and increasing sales to existing customers are part of a sales job. - correct answer. true T or F: The phrase "customer-centric" means making the customer the center of everything a salesperson does. - correct answer. true T or F: A customer relationship management (CRM) system is a system that organizes information about customers, their needs, company information, and sales history Correct! - correct answer. true T or F: A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products - correct answer. false T or F: Companies exist for one reason--to manufacture or sell goods or services - correct answer. true T or F: Inside salespeople communicate with the customer face to face at the customers location. - correct answer. false T or F: Emotional intelligence is using one's emotions to interact effectively with a customer - correct answer. true T or F: Emotional intelligence requires empathy - correct answer. true T or F: In selling it is using creativity to act impulsively - correct answer. false what is the combined total of all future sales? - correct answer. customer lifetime value What is the purchase of the same product from the same vendor over time? - correct answer. behavioral loyalty What type of relationship reflects long-term market exchanges characterized by behavioral loyalty? - correct answer. functional relationship what type of partnership requires the partners to both make significant investments to improve the profitability of both parties? - correct answer. strategic partnership What type of partnership is where they trust each other and do not worry about the details? - correct answer. relational partnership what step in a relationship development involves generating orders, upgrading, full-line and crossline sell. - correct answer. expansion What is the degree to which salespeople put customer needs first? - correct answer. customer orientation In what partnership does the communication go through the salesperson? - correct answer. relational partnership what is the transaction between a buyer and a seller in which each party is concerned only about it' own benefits? - correct answer. market exchange What is the belief by one party that the other party will fulfill its obligations in a relationship? - correct answer. trust What are the principles governing the behavior of a person or group indicating what is right or wrong? - correct answer. ethics What is eliminating or reducing a buyer's choice unfairly called? - correct answer. manipulation The decision still remains with the buyer, with attempts to influence is called? - correct answer. persuasion Salespeople ignoring the purchasing agent's policy and contacting the people directly involved in the purchasing decision is called what? - correct answer. backdoor selling What type of selling is creating new alternatives, matching buyers needs with seller capabilities? - correct answer. partnering T or F: Most ethical conflicts often are not covered by a company's policies or procedures? - correct answer. true T or F: Can ethical behavior lead to higher customer satisfaction, trust, loyalty and repeat purchases? - correct answer. true T or F: Reciprocity is when a buyer is required to purchase one product in order to get another product. - correct answer. false T or F: The partnering agreement where Braxton Brewery is purchasing Black Raspberry puree from Graeter's for their stout ale and Graeter's sells the Braxton Graeter's Black Raspberry stout ale in their stores is reciprocity. - correct answer. true