©THEBRIGHT EXAM SOLUTIONS
11/7/2024 12:35 PM
MKT 315 Exam 1 Questions With Correct
Answers
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. - answer✔false
T or F: Customers who use multiple channels or sources for gathering information are referred
to as "omnichannel buyers"
Correct! - answer✔true
T or F: The goal of selling is merely to promote a product or service - answer✔false
T or F: The personal value equation of a buyer is the selling price minus the benefits received -
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 - 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. - answer✔true
T or F: The phrase "customer-centric" means making the customer the center of everything a
salesperson does. - 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! - answer✔true
T or F: A missionary salesperson's job is to approach distributors and encourage them to sell the
manufacturer's products - answer✔false
T or F: Companies exist for one reason--to manufacture or sell goods or services - answer✔true
, ©THEBRIGHT EXAM SOLUTIONS
11/7/2024 12:35 PM
T or F: Inside salespeople communicate with the customer face to face at the customers
location. - answer✔false
T or F: Emotional intelligence is using one's emotions to interact effectively with a customer -
answer✔true
T or F: Emotional intelligence requires empathy - answer✔true
T or F: In selling it is using creativity to act impulsively - answer✔false
what is the combined total of all future sales? - answer✔customer lifetime value
What is the purchase of the same product from the same vendor over time? -
answer✔behavioral loyalty
What type of relationship reflects long-term market exchanges characterized by behavioral
loyalty? - answer✔functional relationship
what type of partnership requires the partners to both make significant investments to improve
the profitability of both parties? - answer✔strategic partnership
What type of partnership is where they trust each other and do not worry about the details? -
answer✔relational partnership
what step in a relationship development involves generating orders, upgrading, full-line and
crossline sell. - answer✔expansion
What is the degree to which salespeople put customer needs first? - answer✔customer
orientation
In what partnership does the communication go through the salesperson? - answer✔relational
partnership
what is the transaction between a buyer and a seller in which each party is concerned only
about it' own benefits? - answer✔market exchange
What is the belief by one party that the other party will fulfill its obligations in a relationship? -
answer✔trust
What are the principles governing the behavior of a person or group indicating what is right or
wrong? - answer✔ethics
What is eliminating or reducing a buyer's choice unfairly called? - answer✔manipulation
11/7/2024 12:35 PM
MKT 315 Exam 1 Questions With Correct
Answers
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. - answer✔false
T or F: Customers who use multiple channels or sources for gathering information are referred
to as "omnichannel buyers"
Correct! - answer✔true
T or F: The goal of selling is merely to promote a product or service - answer✔false
T or F: The personal value equation of a buyer is the selling price minus the benefits received -
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 - 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. - answer✔true
T or F: The phrase "customer-centric" means making the customer the center of everything a
salesperson does. - 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! - answer✔true
T or F: A missionary salesperson's job is to approach distributors and encourage them to sell the
manufacturer's products - answer✔false
T or F: Companies exist for one reason--to manufacture or sell goods or services - answer✔true
, ©THEBRIGHT EXAM SOLUTIONS
11/7/2024 12:35 PM
T or F: Inside salespeople communicate with the customer face to face at the customers
location. - answer✔false
T or F: Emotional intelligence is using one's emotions to interact effectively with a customer -
answer✔true
T or F: Emotional intelligence requires empathy - answer✔true
T or F: In selling it is using creativity to act impulsively - answer✔false
what is the combined total of all future sales? - answer✔customer lifetime value
What is the purchase of the same product from the same vendor over time? -
answer✔behavioral loyalty
What type of relationship reflects long-term market exchanges characterized by behavioral
loyalty? - answer✔functional relationship
what type of partnership requires the partners to both make significant investments to improve
the profitability of both parties? - answer✔strategic partnership
What type of partnership is where they trust each other and do not worry about the details? -
answer✔relational partnership
what step in a relationship development involves generating orders, upgrading, full-line and
crossline sell. - answer✔expansion
What is the degree to which salespeople put customer needs first? - answer✔customer
orientation
In what partnership does the communication go through the salesperson? - answer✔relational
partnership
what is the transaction between a buyer and a seller in which each party is concerned only
about it' own benefits? - answer✔market exchange
What is the belief by one party that the other party will fulfill its obligations in a relationship? -
answer✔trust
What are the principles governing the behavior of a person or group indicating what is right or
wrong? - answer✔ethics
What is eliminating or reducing a buyer's choice unfairly called? - answer✔manipulation
