Selling Strategically Exam 2 Questions With Complete
Solutions
_______ is a marketing communication system using
telecommunication technology and trained personnel to conduct
planned, measurable marketing activities directed at targeted
groups of consumers.
Targeting
Prospect pooling
CRM
Teleprospecting
Cold canvass prospecting method Correct Answers
_______ is the additional sum of money expected from an
investment over and above the original investment.
Contribution margin
Net sale
Return on sale
Return on investment
Return allowance Correct Answers Return on investment
_______ is the performance of any helpful or professional work
or activity for a person, family, or organization.
Customer service
Service customization
Market follow-up
Customer satisfaction
Value creation Correct Answers Customer service
_______ occurs when the salesperson brings company resource
people to discuss a major problem or opportunity.
,Seminar selling
SWOT selling
Conference selling
Need-satisfaction selling
Educational selling Correct Answers Conference selling
'Preapproach' is the first stage in the selling process.
false
true Correct Answers false
"Yo-to-go" is an entrepreneurial venture of a college student
named Cathy Frank. She sells yogurts in cups and cones from a
trailer at the beach during the tourist season. If Frank pays $500
for cartons of yogurts then sells it all for $1200, how much is her
return on investment?
$700
$500
$1200
$1700
$1900 Correct Answers $700
A GIS is capable of revealing customer buying patterns.
false
true Correct Answers true
A marketing plan created for an end-user most likely addresses:
how a reseller will sell the product once purchased.
forecasted profit and ROI.
the business proposition.
the features, advantages, and benefits of the product.
how the product can be used. Correct Answers
, A salesperson cannot make a sales call without a sales call
objective.
false
true Correct Answers true
A salesperson engaged in sales call planning should:
create nonspecific sales call objectives.
develop the sales presentation.
conduct vendor analyses.
design after-the-sale service approach.
join a sales lead club. Correct Answers develop the sales
presentation.
A salesperson knows that a prospect's desire for a product is
solidified when the potential buyer asks a question about price.
true
false Correct Answers false
A salesperson, promoting a new type of energy drink to a
grocery-store chain, develops a plan integrating promotions
within the grocery store, such as in-store sampling, along with
national initiatives conducted by the energy drink manufacturer,
such as national advertising and social media programming.
This exemplified how:
the selling firm would create awareness of their product and
incent grocery consumers to visit the stores and purchase their
energy drinks.
the salesperson is using sales promotions to support personal
selling.
Solutions
_______ is a marketing communication system using
telecommunication technology and trained personnel to conduct
planned, measurable marketing activities directed at targeted
groups of consumers.
Targeting
Prospect pooling
CRM
Teleprospecting
Cold canvass prospecting method Correct Answers
_______ is the additional sum of money expected from an
investment over and above the original investment.
Contribution margin
Net sale
Return on sale
Return on investment
Return allowance Correct Answers Return on investment
_______ is the performance of any helpful or professional work
or activity for a person, family, or organization.
Customer service
Service customization
Market follow-up
Customer satisfaction
Value creation Correct Answers Customer service
_______ occurs when the salesperson brings company resource
people to discuss a major problem or opportunity.
,Seminar selling
SWOT selling
Conference selling
Need-satisfaction selling
Educational selling Correct Answers Conference selling
'Preapproach' is the first stage in the selling process.
false
true Correct Answers false
"Yo-to-go" is an entrepreneurial venture of a college student
named Cathy Frank. She sells yogurts in cups and cones from a
trailer at the beach during the tourist season. If Frank pays $500
for cartons of yogurts then sells it all for $1200, how much is her
return on investment?
$700
$500
$1200
$1700
$1900 Correct Answers $700
A GIS is capable of revealing customer buying patterns.
false
true Correct Answers true
A marketing plan created for an end-user most likely addresses:
how a reseller will sell the product once purchased.
forecasted profit and ROI.
the business proposition.
the features, advantages, and benefits of the product.
how the product can be used. Correct Answers
, A salesperson cannot make a sales call without a sales call
objective.
false
true Correct Answers true
A salesperson engaged in sales call planning should:
create nonspecific sales call objectives.
develop the sales presentation.
conduct vendor analyses.
design after-the-sale service approach.
join a sales lead club. Correct Answers develop the sales
presentation.
A salesperson knows that a prospect's desire for a product is
solidified when the potential buyer asks a question about price.
true
false Correct Answers false
A salesperson, promoting a new type of energy drink to a
grocery-store chain, develops a plan integrating promotions
within the grocery store, such as in-store sampling, along with
national initiatives conducted by the energy drink manufacturer,
such as national advertising and social media programming.
This exemplified how:
the selling firm would create awareness of their product and
incent grocery consumers to visit the stores and purchase their
energy drinks.
the salesperson is using sales promotions to support personal
selling.
