MARK 3336 EXAM 4 UPDATED ACTUAL QUESTIONS
AND CORRECT ANSWERS
Question:
Which of the following refers to salespeople who
conduct business from their offices via telephone, online
and social media interactions, or visits from prospective
buyers?
Answer:
Inside sales force
Question:
Consumer promotion is a sales promotion tool used to
__________.
Answer:
boost short-term customer buying and involvement or enhance long-term
customer relationships.
Question:
__________ is the sales step in which a salesperson meets the
customer for the first time.
Answer:
Approach
Question:
Personal selling is best defined as ________.
Answer:
presentations by the firm's sales force for the purpose of engaging customers,
making sales, and building customer relationships
Question:
Preapproach is the sales step in which a salesperson
__________.
Answer:
learns as much as possible about a prospective customer before making a sales
call
Question:
What is the name for the steps that salespeople follow
when selling?
Answer:
Selling process
Question:
__________ is creating a brand-marketing event or serving as
a sole or participating sponsor of events created by
, others.
Answer:
Event marketing
Question:
What happens in the presentation step of the personal
selling process?
Answer:
A salesperson tells the "value story" to the buyer, showing how the company's
offer solves the customer's problems
Question:
Which of the following describes sales promotion?
Answer:
Short-term incentives to encourage the purchase or sales of a product or a
service
Question:
Follow-up is the sales step in which a salesperson __________.
Answer:
checks in with the customer after the sale to ensure customer satisfaction and
repeat business
Question:
__________ is the sales step in which a salesperson seeks out,
clarifies, and overcomes any customer objections to
buying.
Answer:
Handling objections
Question:
Which of the following describes sales force
management?
Answer:
Involves analyzing, planning, implementing, and controlling sales force activities
Question:
Which of the following assigns each salesperson to an
exclusive geographic territory in which that salesperson
sells the company's full line?
Answer:
Territorial sales force structure
Question:
Team selling ________.
Answer:
AND CORRECT ANSWERS
Question:
Which of the following refers to salespeople who
conduct business from their offices via telephone, online
and social media interactions, or visits from prospective
buyers?
Answer:
Inside sales force
Question:
Consumer promotion is a sales promotion tool used to
__________.
Answer:
boost short-term customer buying and involvement or enhance long-term
customer relationships.
Question:
__________ is the sales step in which a salesperson meets the
customer for the first time.
Answer:
Approach
Question:
Personal selling is best defined as ________.
Answer:
presentations by the firm's sales force for the purpose of engaging customers,
making sales, and building customer relationships
Question:
Preapproach is the sales step in which a salesperson
__________.
Answer:
learns as much as possible about a prospective customer before making a sales
call
Question:
What is the name for the steps that salespeople follow
when selling?
Answer:
Selling process
Question:
__________ is creating a brand-marketing event or serving as
a sole or participating sponsor of events created by
, others.
Answer:
Event marketing
Question:
What happens in the presentation step of the personal
selling process?
Answer:
A salesperson tells the "value story" to the buyer, showing how the company's
offer solves the customer's problems
Question:
Which of the following describes sales promotion?
Answer:
Short-term incentives to encourage the purchase or sales of a product or a
service
Question:
Follow-up is the sales step in which a salesperson __________.
Answer:
checks in with the customer after the sale to ensure customer satisfaction and
repeat business
Question:
__________ is the sales step in which a salesperson seeks out,
clarifies, and overcomes any customer objections to
buying.
Answer:
Handling objections
Question:
Which of the following describes sales force
management?
Answer:
Involves analyzing, planning, implementing, and controlling sales force activities
Question:
Which of the following assigns each salesperson to an
exclusive geographic territory in which that salesperson
sells the company's full line?
Answer:
Territorial sales force structure
Question:
Team selling ________.
Answer:
