Marketing Exam 4 Questions With Complete Solutions
____ is the relationship between a salesperson and a client that
revolves around business-related issues.
a. business friendship
b. customer service
c. follow-up
d. sales wisdom Correct Answers a. business friendship
____ refers to maintaining contact with a customer in order to
evaluate the effectiveness of the product and the satisfaction of
the customer,
a. Service
b. Follow-up
c. Customer retention
d. Sales Wisdom Correct Answers b. Follow-up
____ refers to the activities and programs provided by the seller
to make the relationship satisfying for the customer.
a. customer service
b. Customer satisfaction
c. Transaction selling
d. Transfer pricing
e. Technology selling Correct Answers a. customer service
____ refers to the buyers feelings toward the purchase
a. customer service
,b. fulfillment marketing
c. transaction marketing
d. customer satisfaction
e. technology marketing Correct Answers d. customer
satisfaction
_____ is defined as the process of helping people make a
decision that will benefit them.
a. Negotiating
b. Empathizing
c. Empowering
d. Selling
e. Closing Correct Answers e. Closing
_____ marketing creates customer loyalty
a. Transaction
b. Relationship
c. Sales-oriented
d. Transformational
e. Reciprocal Correct Answers b. Relationship
_____ should be the easiest part of the presentation
a. Prospecting
b. The approach
c. Demonstrating
d. Handling objections
e. Closing the sale Correct Answers e. Closing the sale
, "Would you prefer the freezer unit beside the refrigerator or
above it?" is an example of the ____ close.
a. summary-of-benefits
b. alternative-choice
c. iceberg
d. assumptive
e. standing-room-only Correct Answers b. alternative-choice
"You like the rotating handles, blade length, and weight of those
pruning shears, right? The salesperson is using the _____ close.
a. compliment
b. alternative-choice
c. minor-points
d. summary-of-benefits
e. assertive Correct Answers d. summary-of-benefits
A salesperson can easily adapt his or her FAB statements and
SELL Sequence to make a(n) _____ close.
a. assumptive
b. alternative-choice
c. minor-points
d. summary-of-benefits
e. assertive Correct Answers d. summary-of-benefits
According to the text, the minimum number of times a
salesperson should attempt to close is:
a. one
____ is the relationship between a salesperson and a client that
revolves around business-related issues.
a. business friendship
b. customer service
c. follow-up
d. sales wisdom Correct Answers a. business friendship
____ refers to maintaining contact with a customer in order to
evaluate the effectiveness of the product and the satisfaction of
the customer,
a. Service
b. Follow-up
c. Customer retention
d. Sales Wisdom Correct Answers b. Follow-up
____ refers to the activities and programs provided by the seller
to make the relationship satisfying for the customer.
a. customer service
b. Customer satisfaction
c. Transaction selling
d. Transfer pricing
e. Technology selling Correct Answers a. customer service
____ refers to the buyers feelings toward the purchase
a. customer service
,b. fulfillment marketing
c. transaction marketing
d. customer satisfaction
e. technology marketing Correct Answers d. customer
satisfaction
_____ is defined as the process of helping people make a
decision that will benefit them.
a. Negotiating
b. Empathizing
c. Empowering
d. Selling
e. Closing Correct Answers e. Closing
_____ marketing creates customer loyalty
a. Transaction
b. Relationship
c. Sales-oriented
d. Transformational
e. Reciprocal Correct Answers b. Relationship
_____ should be the easiest part of the presentation
a. Prospecting
b. The approach
c. Demonstrating
d. Handling objections
e. Closing the sale Correct Answers e. Closing the sale
, "Would you prefer the freezer unit beside the refrigerator or
above it?" is an example of the ____ close.
a. summary-of-benefits
b. alternative-choice
c. iceberg
d. assumptive
e. standing-room-only Correct Answers b. alternative-choice
"You like the rotating handles, blade length, and weight of those
pruning shears, right? The salesperson is using the _____ close.
a. compliment
b. alternative-choice
c. minor-points
d. summary-of-benefits
e. assertive Correct Answers d. summary-of-benefits
A salesperson can easily adapt his or her FAB statements and
SELL Sequence to make a(n) _____ close.
a. assumptive
b. alternative-choice
c. minor-points
d. summary-of-benefits
e. assertive Correct Answers d. summary-of-benefits
According to the text, the minimum number of times a
salesperson should attempt to close is:
a. one
