MKT 315 Exam 1 Questions With All Correct
& Verified Answers
T or F: Personal selling is the craft of persuading people to buy what they do not want and do not
need for more than it is worth. Correct answer-false
T or F: Customers who use multiple channels or sources for gathering information are referred to as
"omnichannel buyers"
Correct! Correct answer-true
T or F: The goal of selling is merely to promote a product or service Correct answer-false
T or F: The personal value equation of a buyer is the selling price minus the benefits received
Correct answer-false
T or F: In the context of communicating marketing messages to customers, firms have more control
when using unpaid methods of communication than when using paid methods of communication
Correct answer-false
T or F: Activities such as prospecting for new customers, making sales presentations, demonstrating
products, negotiating price and delivery terms, writing orders and increasing sales to existing
customers are part of a sales job. Correct answer-true
T or F: The phrase "customer-centric" means making the customer the center of everything a
salesperson does. Correct answer-true
T or F: A customer relationship management (CRM) system is a system that organizes information
about customers, their needs, company information, and sales history
Correct! Correct answer-true
T or F: A missionary salesperson's job is to approach distributors and encourage them to sell the
manufacturer's products Correct answer-false
T or F: Companies exist for one reason--to manufacture or sell goods or services Correct answer-
true
T or F: Inside salespeople communicate with the customer face to face at the customers location.
Correct answer-false
T or F: Emotional intelligence is using one's emotions to interact effectively with a customer
Correct answer-true
T or F: Emotional intelligence requires empathy Correct answer-true
T or F: In selling it is using creativity to act impulsively Correct answer-false
what is the combined total of all future sales? Correct answer-customer lifetime value
What is the purchase of the same product from the same vendor over time? Correct answer-
behavioral loyalty
& Verified Answers
T or F: Personal selling is the craft of persuading people to buy what they do not want and do not
need for more than it is worth. Correct answer-false
T or F: Customers who use multiple channels or sources for gathering information are referred to as
"omnichannel buyers"
Correct! Correct answer-true
T or F: The goal of selling is merely to promote a product or service Correct answer-false
T or F: The personal value equation of a buyer is the selling price minus the benefits received
Correct answer-false
T or F: In the context of communicating marketing messages to customers, firms have more control
when using unpaid methods of communication than when using paid methods of communication
Correct answer-false
T or F: Activities such as prospecting for new customers, making sales presentations, demonstrating
products, negotiating price and delivery terms, writing orders and increasing sales to existing
customers are part of a sales job. Correct answer-true
T or F: The phrase "customer-centric" means making the customer the center of everything a
salesperson does. Correct answer-true
T or F: A customer relationship management (CRM) system is a system that organizes information
about customers, their needs, company information, and sales history
Correct! Correct answer-true
T or F: A missionary salesperson's job is to approach distributors and encourage them to sell the
manufacturer's products Correct answer-false
T or F: Companies exist for one reason--to manufacture or sell goods or services Correct answer-
true
T or F: Inside salespeople communicate with the customer face to face at the customers location.
Correct answer-false
T or F: Emotional intelligence is using one's emotions to interact effectively with a customer
Correct answer-true
T or F: Emotional intelligence requires empathy Correct answer-true
T or F: In selling it is using creativity to act impulsively Correct answer-false
what is the combined total of all future sales? Correct answer-customer lifetime value
What is the purchase of the same product from the same vendor over time? Correct answer-
behavioral loyalty
