WVU BCOR 350 FINAL EXAM
QUESTIONS WITH COMPLETE
ANSWERS
Which cof cthe cfollowing cstatements cdoes cnot creflect cthe crole cof csalespersons cwithin
ca ccompany? c- cCORRECT cANS✔✔the cconcept cof csalesperson-owned cloyalty
cdescribes cthe cloyalty cthat csalespersons chave ctoward cthe ccompany
What caction(s) ccan ca ccompany ctake cin corder cto cbring cmarketing cand csales
cfunctions ctogether? c- cCORRECT cANS✔✔let cbrand cmanagers ctag calong con csales
ccalls
Which cof cthe cfollowing cis cnot ca cstep cin can ceffective csales cmanagement cprocess? c-
cCORRECT cANS✔✔prospecting
Which cone cof cthe cfollowing cstatements cis cnot ctrue cregarding csocial cselling? c-
cCORRECT cANS✔✔Social cselling chas cchanged cthe cfundamentals cof cselling
The caim cof ctransaction-oriented cmarketing cis cto chelp csalespeople c_____________.
c- cCORRECT cANS✔✔close ca cspecific csale
The cfirst cstep cin cthe cpersonal cselling cprocess cis: c- cCORRECT cANS✔✔prospecting
Toro cran ca cpreseason cpromotion con cits csnowblower cmodels coffering ca crebate cif
cthe csnowfall cin cthe cbuyer's cmarket carea cturned cout cto cbe cbelow caverage. cThis cis
can cexample cof: c- cCORRECT cANS✔✔consumer cpromotion
A csales ccontest cis cconsidered ca cpart cof: c- cCORRECT cANS✔✔business cpromotions
Which cof cthe cfollowing cstatements cis ctrue cregarding csalespeople? c- cCORRECT
cANS✔✔The cbest csalespeople care cthe cones cwho cwork cclosely cwith ccustomers cfor
cmutual cgain
Which cof cthe cfollowing cstatements cabout cpersonal cselling cis ccorrect? c- cCORRECT
cANS✔✔Many ccustomers care cunable cto cdistinguish cthe csalesperson cfrom cthe
ccompany
,Some ccompanies cstill ctreat csales cand cmarketing cas cseparate cfunctions. cOne ceffect
cthis ccan cis cto: c- cCORRECT cANS✔✔damage ccustomer crelationships
In ccomplex cselling csituations, cpersonal cselling ccan cbe cvery ceffective cbecause cit cis:
c- cCORRECT cANS✔✔interpersonal
The cconcept cof csalesperson-owned cloyalty cmeans cthat c- cCORRECT
cANS✔✔customers cbecome cloyal cto csalespeople cas cwell cas cthe ccompanies cthey
crepresent
What cis cthe cfirst cdecision cmade cin csales cforce cmanagement? c- cCORRECT
cANS✔✔designing csales cforce cstrategy cand cstructure
Procter c& cGamble corganizes cits csales creps cinto cteams, cand ceach cteam cis
cassigned cto ca cmajor caccount c(such cas cSafeway cor cWalmart). cWhich ctype cof csales
cforce cstructure cis cP&G cusing cin cthis cexample? c- cCORRECT cANS✔✔Customer
Once cthe ccompany chas cset cit's cstructure, cwhat cis cthe cnext cstrategic cdecision cit
cfaces? c- cCORRECT cANS✔✔sizing cthe csales cforce
One cstudy cfound cthat cthe cbest csalespersons chave cfour ctraits cin ccommon: cintrinsic
cmotivation, ca cdisciplined cwork cstyle, cthe cability cto cclose ca csale, cand cthe cability cto
cbuild crelationships cwith ccustomers. cKnowing cthis cwould cbe cmost cuseful cat cwhich
cstage cof csales cforce cmanagement? c- cCORRECT cANS✔✔recruiting cand cselecting
csalespeople
What care cthe cfour celements cof ca ccompensation cplan cfor csalespeople? c-
cCORRECT cANS✔✔a cfixed camount, ca cvariable camount, cexpenses, cand cfringe
cbenefits
Helping csalespeople cto c"work csmart" cby cdoing cthe cright cthings cin cthe cright cways cis
cthe cgoal cof c________, cwhereas cgetting cthem cto cwork chard cis cthe cgoal cof
c___________. c- cCORRECT cANS✔✔supervision; cmotivation
Sales creports, ccall creports, cand cexpense creports care call cused cin cthe cprocess cof
c_________ csalespeople. c- cCORRECT cANS✔✔evaluating
According cto cthe ctext, cwhat cis cthe cfastest-growing csales ctrend ctoday? c- cCORRECT
cANS✔✔social cselling
What cis cthe cfocus cof cthe cselling cprocess? c- cCORRECT cANS✔✔getting cnew
ccustomers
_______ cidentifies cqualified cpotential ccustomers cand cis cthe cfirst cstep cof cthe
cpersonal cselling cprocess. c- cCORRECT cANS✔✔Prospecting
,During ca csales cpresentation, cwhich cof cthe cfollowing cwould cbest cfit ca crelationship
cmarketing capproach? c- cCORRECT cANS✔✔tell ca cvalue cstory
After cthe cpresentation cand cdemonstration cstep cin cthe csales cprocess, ca csalesperson
cshould cnext cbe cprepared cto: c- cCORRECT cANS✔✔handle cobjections
When cthe conly cgoal cof cpersonal cselling cis cto cclose ca csale, ca ccompany cis cusing
ca(n) c_________ capproach. c- cCORRECT cANS✔✔transaction-oriented
Which cof cthe cfollowing cis can cobjective cfor ctrade cpromotions? c- cCORRECT
cANS✔✔getting cretailers cto ccarry cnew citems cand cmore cinventory
Which cof cthe cfollowing cis can cobjective cfor cbusiness cpromotions? c- cCORRECT
cANS✔✔generating cbusiness cleads
One cconsumer cpromotion ctool cis c____________, cwhich care cgoods coffered cfree cor
cat ca clow ccost cas can cincentive cto cbuy ca cproduct. c- cCORRECT cANS✔✔premiums
Delta cFaucet cpartnered cwith cWarrior cDash, cwhich csponsored cseveral c5k cmud cruns
craces caround cthe ccountry cover cthe csummer. cAt ceach cevent, cDelta cbuilt ca chuge
ccustom cshower cstation, ccomplete cwith c184 cDelta cshower cheads, cwhere cmud-
soaked ccompetitors ccould cmeet cand cwash coff cafter cthe crace. cThis cis can cexample
cof cwhich ctype cof cpromotion? c- cCORRECT cANS✔✔event cmarketingW
Which cof cthe cfollowing ctools ccan cbe cused cas cboth cconsumer cand ctrade
cpromotions? c- cCORRECT cANS✔✔contests, cpremiums, cand cdisplays
Which cof cthe cfollowing cwould cNOT cbe ca cconsideration cfor cdecision cmaking cin
cdesigning cthe cfull csales cpromotion cprogram? c- cCORRECT cANS✔✔how cto cset cit
capart cfrom cother cpromotion cmix celements
Many cmanufacturers chave cto cpay cretailers cto cget cshelf cspace. cThis cis can cexample
cof cwhich ctype cof cpromotion? c- cCORRECT cANS✔✔push cmoney
Priceline.com csells cits cservices cthrough: c- cCORRECT cANS✔✔direct cmarketing cas
ca csupplementary cchannel
Disadvantages cof cdirect cmarketing cto csellers cinclude: c- cCORRECT
cANS✔✔interaction cwith climited cnumber cof ccustomers
The chottest cgrowth carea cfor cthe cretailer cHome cDepot cin cthe cU.S. cmarket chas cbeen
cattributed cto: c- cCORRECT cANS✔✔online csales
__________ cis/are cconsidered ca cconsumer-controlled cdigital cmedia c- cCORRECT
cANS✔✔blogs
, One cof cthe cchallenges cof csocial cmedia cmarketing cis cthat csocial cmedia: c-
cCORRECT cANS✔✔are clargely cuser ccontrolled
Infomercials care ca cform cof cmarketing cconsidered ca cpart cof: c- cCORRECT
cANS✔✔direct-response ctelevision cmarketing
Why cshould ccompanies cuse cmobile cmarketing cresponsibly? c- cCORRECT
cANS✔✔companies crisk cangering calready cad-weary cconsumers
Advantages cof cmobile cmarketing cinclude call cof cthe cfollowing cexcept: c- cCORRECT
cANS✔✔mobile cmarketing cmay crisk cirritating cconsumers
Phishing c- cCORRECT cANS✔✔a ctype cof cidentity ctheft cthat cuses cdeceptive cemails
cand cfraudulent conline csites.
What cdoes cthe cPrivacy cPromise cof cthe cDMA cmembers cinvolve? c- cCORRECT
cANS✔✔all ccompanies cmust cagree cto cnotify ccustomers cwhen cany cpersonal
cinformation cis crented, csold, cor cexchanged cwith cothers.
Which cform cof cmarketing cinvolves cengaging cdirectly cwith ccarefully ctargeted
cindividual cconsumers cand ccustomer ccommunities cto cboth cobtain can cimmediate
cresponse cand cbuild clasting ccustomer crelationships? c- cCORRECT cANS✔✔direct
cand cdigital cmarketing
The cfastest cgrowing cform cof cmarketing cis: c- cCORRECT cANS✔✔direct cand cdigital
cmarketing
Buyers chave cincreased ctheir cuse cof cdirect cand cdigital cmarketing cbecause cthey care:
c- cCORRECT cANS✔✔easy, cconvenient, cand cprivate
Which cof cthe cfollowing ccorrectly cidentifies cwhat cdirect cand cdigital cmarketing coffer
csellers? c- cCORRECT cANS✔✔inexpensive, cefficient, cand cfast
Digital cmarketing ccan clink cbrands cto cimportant cmoments cin ccustomer's clives. cThis
caspect cof cdigital cmarketing cis ccalled: c- cCORRECT cANS✔✔real-time cmarketing
Which cof cthe cfollowing ccorrectly cidentifies cforms cof cdigital cdirect cmarketing? c-
cCORRECT cANS✔✔online cmarketing, csocial cmedia cmarketing, cand cmobile
cmarketing
Many ccompany cwebsites care cnow cdesigned cto cdo cmore cthan cjust csell cproduct.
cThese cwebsites, cknown cas c________ cwebsites, cattempt cto cbuild ccloser ccustomer
crelationships cand cgenerate cengagement cwith cand cbetween cthe cbrand cand cits
ccustomers. c- cCORRECT cANS✔✔brand ccommunity
QUESTIONS WITH COMPLETE
ANSWERS
Which cof cthe cfollowing cstatements cdoes cnot creflect cthe crole cof csalespersons cwithin
ca ccompany? c- cCORRECT cANS✔✔the cconcept cof csalesperson-owned cloyalty
cdescribes cthe cloyalty cthat csalespersons chave ctoward cthe ccompany
What caction(s) ccan ca ccompany ctake cin corder cto cbring cmarketing cand csales
cfunctions ctogether? c- cCORRECT cANS✔✔let cbrand cmanagers ctag calong con csales
ccalls
Which cof cthe cfollowing cis cnot ca cstep cin can ceffective csales cmanagement cprocess? c-
cCORRECT cANS✔✔prospecting
Which cone cof cthe cfollowing cstatements cis cnot ctrue cregarding csocial cselling? c-
cCORRECT cANS✔✔Social cselling chas cchanged cthe cfundamentals cof cselling
The caim cof ctransaction-oriented cmarketing cis cto chelp csalespeople c_____________.
c- cCORRECT cANS✔✔close ca cspecific csale
The cfirst cstep cin cthe cpersonal cselling cprocess cis: c- cCORRECT cANS✔✔prospecting
Toro cran ca cpreseason cpromotion con cits csnowblower cmodels coffering ca crebate cif
cthe csnowfall cin cthe cbuyer's cmarket carea cturned cout cto cbe cbelow caverage. cThis cis
can cexample cof: c- cCORRECT cANS✔✔consumer cpromotion
A csales ccontest cis cconsidered ca cpart cof: c- cCORRECT cANS✔✔business cpromotions
Which cof cthe cfollowing cstatements cis ctrue cregarding csalespeople? c- cCORRECT
cANS✔✔The cbest csalespeople care cthe cones cwho cwork cclosely cwith ccustomers cfor
cmutual cgain
Which cof cthe cfollowing cstatements cabout cpersonal cselling cis ccorrect? c- cCORRECT
cANS✔✔Many ccustomers care cunable cto cdistinguish cthe csalesperson cfrom cthe
ccompany
,Some ccompanies cstill ctreat csales cand cmarketing cas cseparate cfunctions. cOne ceffect
cthis ccan cis cto: c- cCORRECT cANS✔✔damage ccustomer crelationships
In ccomplex cselling csituations, cpersonal cselling ccan cbe cvery ceffective cbecause cit cis:
c- cCORRECT cANS✔✔interpersonal
The cconcept cof csalesperson-owned cloyalty cmeans cthat c- cCORRECT
cANS✔✔customers cbecome cloyal cto csalespeople cas cwell cas cthe ccompanies cthey
crepresent
What cis cthe cfirst cdecision cmade cin csales cforce cmanagement? c- cCORRECT
cANS✔✔designing csales cforce cstrategy cand cstructure
Procter c& cGamble corganizes cits csales creps cinto cteams, cand ceach cteam cis
cassigned cto ca cmajor caccount c(such cas cSafeway cor cWalmart). cWhich ctype cof csales
cforce cstructure cis cP&G cusing cin cthis cexample? c- cCORRECT cANS✔✔Customer
Once cthe ccompany chas cset cit's cstructure, cwhat cis cthe cnext cstrategic cdecision cit
cfaces? c- cCORRECT cANS✔✔sizing cthe csales cforce
One cstudy cfound cthat cthe cbest csalespersons chave cfour ctraits cin ccommon: cintrinsic
cmotivation, ca cdisciplined cwork cstyle, cthe cability cto cclose ca csale, cand cthe cability cto
cbuild crelationships cwith ccustomers. cKnowing cthis cwould cbe cmost cuseful cat cwhich
cstage cof csales cforce cmanagement? c- cCORRECT cANS✔✔recruiting cand cselecting
csalespeople
What care cthe cfour celements cof ca ccompensation cplan cfor csalespeople? c-
cCORRECT cANS✔✔a cfixed camount, ca cvariable camount, cexpenses, cand cfringe
cbenefits
Helping csalespeople cto c"work csmart" cby cdoing cthe cright cthings cin cthe cright cways cis
cthe cgoal cof c________, cwhereas cgetting cthem cto cwork chard cis cthe cgoal cof
c___________. c- cCORRECT cANS✔✔supervision; cmotivation
Sales creports, ccall creports, cand cexpense creports care call cused cin cthe cprocess cof
c_________ csalespeople. c- cCORRECT cANS✔✔evaluating
According cto cthe ctext, cwhat cis cthe cfastest-growing csales ctrend ctoday? c- cCORRECT
cANS✔✔social cselling
What cis cthe cfocus cof cthe cselling cprocess? c- cCORRECT cANS✔✔getting cnew
ccustomers
_______ cidentifies cqualified cpotential ccustomers cand cis cthe cfirst cstep cof cthe
cpersonal cselling cprocess. c- cCORRECT cANS✔✔Prospecting
,During ca csales cpresentation, cwhich cof cthe cfollowing cwould cbest cfit ca crelationship
cmarketing capproach? c- cCORRECT cANS✔✔tell ca cvalue cstory
After cthe cpresentation cand cdemonstration cstep cin cthe csales cprocess, ca csalesperson
cshould cnext cbe cprepared cto: c- cCORRECT cANS✔✔handle cobjections
When cthe conly cgoal cof cpersonal cselling cis cto cclose ca csale, ca ccompany cis cusing
ca(n) c_________ capproach. c- cCORRECT cANS✔✔transaction-oriented
Which cof cthe cfollowing cis can cobjective cfor ctrade cpromotions? c- cCORRECT
cANS✔✔getting cretailers cto ccarry cnew citems cand cmore cinventory
Which cof cthe cfollowing cis can cobjective cfor cbusiness cpromotions? c- cCORRECT
cANS✔✔generating cbusiness cleads
One cconsumer cpromotion ctool cis c____________, cwhich care cgoods coffered cfree cor
cat ca clow ccost cas can cincentive cto cbuy ca cproduct. c- cCORRECT cANS✔✔premiums
Delta cFaucet cpartnered cwith cWarrior cDash, cwhich csponsored cseveral c5k cmud cruns
craces caround cthe ccountry cover cthe csummer. cAt ceach cevent, cDelta cbuilt ca chuge
ccustom cshower cstation, ccomplete cwith c184 cDelta cshower cheads, cwhere cmud-
soaked ccompetitors ccould cmeet cand cwash coff cafter cthe crace. cThis cis can cexample
cof cwhich ctype cof cpromotion? c- cCORRECT cANS✔✔event cmarketingW
Which cof cthe cfollowing ctools ccan cbe cused cas cboth cconsumer cand ctrade
cpromotions? c- cCORRECT cANS✔✔contests, cpremiums, cand cdisplays
Which cof cthe cfollowing cwould cNOT cbe ca cconsideration cfor cdecision cmaking cin
cdesigning cthe cfull csales cpromotion cprogram? c- cCORRECT cANS✔✔how cto cset cit
capart cfrom cother cpromotion cmix celements
Many cmanufacturers chave cto cpay cretailers cto cget cshelf cspace. cThis cis can cexample
cof cwhich ctype cof cpromotion? c- cCORRECT cANS✔✔push cmoney
Priceline.com csells cits cservices cthrough: c- cCORRECT cANS✔✔direct cmarketing cas
ca csupplementary cchannel
Disadvantages cof cdirect cmarketing cto csellers cinclude: c- cCORRECT
cANS✔✔interaction cwith climited cnumber cof ccustomers
The chottest cgrowth carea cfor cthe cretailer cHome cDepot cin cthe cU.S. cmarket chas cbeen
cattributed cto: c- cCORRECT cANS✔✔online csales
__________ cis/are cconsidered ca cconsumer-controlled cdigital cmedia c- cCORRECT
cANS✔✔blogs
, One cof cthe cchallenges cof csocial cmedia cmarketing cis cthat csocial cmedia: c-
cCORRECT cANS✔✔are clargely cuser ccontrolled
Infomercials care ca cform cof cmarketing cconsidered ca cpart cof: c- cCORRECT
cANS✔✔direct-response ctelevision cmarketing
Why cshould ccompanies cuse cmobile cmarketing cresponsibly? c- cCORRECT
cANS✔✔companies crisk cangering calready cad-weary cconsumers
Advantages cof cmobile cmarketing cinclude call cof cthe cfollowing cexcept: c- cCORRECT
cANS✔✔mobile cmarketing cmay crisk cirritating cconsumers
Phishing c- cCORRECT cANS✔✔a ctype cof cidentity ctheft cthat cuses cdeceptive cemails
cand cfraudulent conline csites.
What cdoes cthe cPrivacy cPromise cof cthe cDMA cmembers cinvolve? c- cCORRECT
cANS✔✔all ccompanies cmust cagree cto cnotify ccustomers cwhen cany cpersonal
cinformation cis crented, csold, cor cexchanged cwith cothers.
Which cform cof cmarketing cinvolves cengaging cdirectly cwith ccarefully ctargeted
cindividual cconsumers cand ccustomer ccommunities cto cboth cobtain can cimmediate
cresponse cand cbuild clasting ccustomer crelationships? c- cCORRECT cANS✔✔direct
cand cdigital cmarketing
The cfastest cgrowing cform cof cmarketing cis: c- cCORRECT cANS✔✔direct cand cdigital
cmarketing
Buyers chave cincreased ctheir cuse cof cdirect cand cdigital cmarketing cbecause cthey care:
c- cCORRECT cANS✔✔easy, cconvenient, cand cprivate
Which cof cthe cfollowing ccorrectly cidentifies cwhat cdirect cand cdigital cmarketing coffer
csellers? c- cCORRECT cANS✔✔inexpensive, cefficient, cand cfast
Digital cmarketing ccan clink cbrands cto cimportant cmoments cin ccustomer's clives. cThis
caspect cof cdigital cmarketing cis ccalled: c- cCORRECT cANS✔✔real-time cmarketing
Which cof cthe cfollowing ccorrectly cidentifies cforms cof cdigital cdirect cmarketing? c-
cCORRECT cANS✔✔online cmarketing, csocial cmedia cmarketing, cand cmobile
cmarketing
Many ccompany cwebsites care cnow cdesigned cto cdo cmore cthan cjust csell cproduct.
cThese cwebsites, cknown cas c________ cwebsites, cattempt cto cbuild ccloser ccustomer
crelationships cand cgenerate cengagement cwith cand cbetween cthe cbrand cand cits
ccustomers. c- cCORRECT cANS✔✔brand ccommunity
