MKT 337 FINAL EXAM PART 1 UPDATED QUESTIONS
AND CORRECT ANSWERS
Question:
1. Valarie's goal as a sales representative is to ______, which is the total benefit that her company's
products and services provide to buyers.
Answer:
create value
Question:
2. Which of the following is an example of selling?
- An engineer convincing his manager to support his
R&D activity
- An employee making a presentation at a job inter-
view
- A salesperson talking about the advantages of the
washing machines at his store
- A college student asking a professor to let him enroll
in a course that is closed for admissions
- All of these
Answer:
All of these
Question:
3. On of the advantages of personal selling is that is is the most _____ method used to communicate
with customers.
Answer:
flexible
Question:
4. Why does personal selling work better than other com-munication options available to firms selling
in the business-to-business market?
Answer:
Salespeople are able to tailor unique messages for each prospective buyer.
Question:
5. ________ sell to firms that resell the products rather than using them within the firm.
Answer:
Trade salespeople
Question:
6. _______ work for a manufacturer and promote the man-ufacturer's products to other firms that buy
the prod-ucts from distributors or other manufacturers. not di-rectly from the salespersons's firm
Answer:
missionary salespeople
, Question:
7. Manufacturers' Representatives Inc. (MRI) is an inde-pendent company that employs sales
representatives to sell the products of many different producers. MRI;s sales reps sell these products
to wholesalers and re-tailers. MRI Receives a commission from the producers for the product it sells.
MRI is an example of a: ______
Answer:
manufacturers' agent
Question:
8. Robert works long hours in his firm, making calls to household consumers. Unlike other
salespeople in his team, he is not required to visit customers' residences to sell products. He also
handles the customer griev-ance helpline of his firm. Which of the following state-ments is true about
Robert?
- Robert is a distributor salesperson.
- Robert is a missionary salesperson.
- Robert is an insides salesperson.
Answer:
Robert is an insides sales-person
Question:
9. Jennifer and Selena are employed by their firm to sell its products. Jennifer is required to go to the
cus-tomer's residence and demonstrate the features and benefits of the products, whereas Selena is
required to conduct sales by calling existing customers. Which of the following statements is most
likely true about the scenario?
- Jennifer is more agile than Selena
- Selena has better communication skills that Jennifer
- Selena is a manufacturer's agent
- Jennifer is a field salesperson
Answer:
Jennifer is a field salesper-son.
Question:
10. Veronica is a new salesperson at an insurance com-pany. Her primary task is to locate potential
buyers of insurance products in a particular area. Veronica's activity is known as:
Answer:
prospecting
Question:
11. Robina received a memo with the name of a person who wrote to her company inquiring about the
firm's radiology equipment. The person who made the in-quiry is best classified as a:
Answer:
lead
Question:
12. The process of determining if a lead is indeed a prospect is referred to as:
Answer:
qualifying a lead.
AND CORRECT ANSWERS
Question:
1. Valarie's goal as a sales representative is to ______, which is the total benefit that her company's
products and services provide to buyers.
Answer:
create value
Question:
2. Which of the following is an example of selling?
- An engineer convincing his manager to support his
R&D activity
- An employee making a presentation at a job inter-
view
- A salesperson talking about the advantages of the
washing machines at his store
- A college student asking a professor to let him enroll
in a course that is closed for admissions
- All of these
Answer:
All of these
Question:
3. On of the advantages of personal selling is that is is the most _____ method used to communicate
with customers.
Answer:
flexible
Question:
4. Why does personal selling work better than other com-munication options available to firms selling
in the business-to-business market?
Answer:
Salespeople are able to tailor unique messages for each prospective buyer.
Question:
5. ________ sell to firms that resell the products rather than using them within the firm.
Answer:
Trade salespeople
Question:
6. _______ work for a manufacturer and promote the man-ufacturer's products to other firms that buy
the prod-ucts from distributors or other manufacturers. not di-rectly from the salespersons's firm
Answer:
missionary salespeople
, Question:
7. Manufacturers' Representatives Inc. (MRI) is an inde-pendent company that employs sales
representatives to sell the products of many different producers. MRI;s sales reps sell these products
to wholesalers and re-tailers. MRI Receives a commission from the producers for the product it sells.
MRI is an example of a: ______
Answer:
manufacturers' agent
Question:
8. Robert works long hours in his firm, making calls to household consumers. Unlike other
salespeople in his team, he is not required to visit customers' residences to sell products. He also
handles the customer griev-ance helpline of his firm. Which of the following state-ments is true about
Robert?
- Robert is a distributor salesperson.
- Robert is a missionary salesperson.
- Robert is an insides salesperson.
Answer:
Robert is an insides sales-person
Question:
9. Jennifer and Selena are employed by their firm to sell its products. Jennifer is required to go to the
cus-tomer's residence and demonstrate the features and benefits of the products, whereas Selena is
required to conduct sales by calling existing customers. Which of the following statements is most
likely true about the scenario?
- Jennifer is more agile than Selena
- Selena has better communication skills that Jennifer
- Selena is a manufacturer's agent
- Jennifer is a field salesperson
Answer:
Jennifer is a field salesper-son.
Question:
10. Veronica is a new salesperson at an insurance com-pany. Her primary task is to locate potential
buyers of insurance products in a particular area. Veronica's activity is known as:
Answer:
prospecting
Question:
11. Robina received a memo with the name of a person who wrote to her company inquiring about the
firm's radiology equipment. The person who made the in-quiry is best classified as a:
Answer:
lead
Question:
12. The process of determining if a lead is indeed a prospect is referred to as:
Answer:
qualifying a lead.
