AEB 3341 Exam 2 Review Questions With Complete
Solutions
_______ is a marketing communication system using
telecommunication technology and trained personnel to conduct
planned, measurable marketing activities directed at targeted
groups of consumers.
A. Prospect pooling
B. CRM
C. Targeting
D. Teleprospecting
E. Cold canvass prospecting method Correct Answers
teleprospecting
_______ is the money available to a firm to cover the costs of
marketing its products, operating the business, and profit.
A. Gross Profit
B. Net Profit
C. Price factor Correct Answers gross profit
_______ is the performance of any helpful or professional work
or activity for a person, family, or organization.
A. Market follow-up
B. Value creation
C. Customer Service
D. Service customization
E. customer satisfaction Correct Answers Customer Service
_______ is the process of determining if a suspect is to become
a prospect.
A. Scheduling
,B. Networking
C. Qualifying Correct Answers qualifying
_______ is the standard amount charged to customers for a
product.
A. net price
B. list price
C. transactional value Correct Answers list price
_______ occurs when the salesperson brings company resource
people to discuss a major problem or opportunity.
A. Seminar selling
B. Educational selling
C. Conference selling Correct Answers conference selling
_______ selling occurs when a company's sales team provides
an education-oriented presentation for the customer.
A. Seminar
B. Need- satisfaction
C. Conference Correct Answers Seminar
___________is a technology system that helps companies
manage information about existing and potential customers.
A. CRM (customer relationship management)
B. A salesperson diary
C. Worksheet information system Correct Answers CRM
'Preapproach' is the first stage in the selling process.
T or F Correct Answers false
,"Mrs. Baird's Bread is made with love. It is like my grandmother
is making it in her kitchen." This statement is an example of
a(n):
A. metaphor
B. imagery
C. dramatization
D. analogy Correct Answers analogy
A _______ is a method of achieving an end.
A. target
B. purpose
C. goal
D. plan
E. quota Correct Answers plan
A company that manufactures truck bed liners will be sending
representatives to a Dallas automotive trade show. What advice
should you give them to make sure their trip is a profitable one?
A. Be prepared for rejection
B. Do not distract from your exhibit with attention-getting
devices
C. Memorize your sales pitch word-for-word Correct Answers
Be prepared for rejection
A customer profile should answer the question, "What are the
purchasing policies and practices of the account?"
T or F Correct Answers true
A GIS is capable of revealing customer buying patterns.
T or F Correct Answers true
, A plan is defined as the act of setting a goal and accomplishing
it.
T or F Correct Answers false
A premium is an article of merchandise offered as an incentive
to the user to sample a product or visit a store.
T or F Correct Answers true
A prospect goes through five mental steps, which all lead to the
purchase decision. The approach stage of the selling process
should:
A. make the customer desire the product.
B. move the prospect to the conviction stage.
C. attract customer attention and interest. Correct Answers
attract customer attention and interest.
A prospect pool generally includes orphaned customers.
T or F Correct Answers true
A salesperson and a customer enter into a strategic customer
relationship in order to:
A. maintain an adversarial relationship.
B. create transactional exchanges.
C. broaden the channel of distribution.
D. maintain an adversarial relationship.
E. pursue mutual goals Correct Answers pursue mutual goals
A salesperson cannot make a sales call without a sales call
objective.
T or F Correct Answers false
Solutions
_______ is a marketing communication system using
telecommunication technology and trained personnel to conduct
planned, measurable marketing activities directed at targeted
groups of consumers.
A. Prospect pooling
B. CRM
C. Targeting
D. Teleprospecting
E. Cold canvass prospecting method Correct Answers
teleprospecting
_______ is the money available to a firm to cover the costs of
marketing its products, operating the business, and profit.
A. Gross Profit
B. Net Profit
C. Price factor Correct Answers gross profit
_______ is the performance of any helpful or professional work
or activity for a person, family, or organization.
A. Market follow-up
B. Value creation
C. Customer Service
D. Service customization
E. customer satisfaction Correct Answers Customer Service
_______ is the process of determining if a suspect is to become
a prospect.
A. Scheduling
,B. Networking
C. Qualifying Correct Answers qualifying
_______ is the standard amount charged to customers for a
product.
A. net price
B. list price
C. transactional value Correct Answers list price
_______ occurs when the salesperson brings company resource
people to discuss a major problem or opportunity.
A. Seminar selling
B. Educational selling
C. Conference selling Correct Answers conference selling
_______ selling occurs when a company's sales team provides
an education-oriented presentation for the customer.
A. Seminar
B. Need- satisfaction
C. Conference Correct Answers Seminar
___________is a technology system that helps companies
manage information about existing and potential customers.
A. CRM (customer relationship management)
B. A salesperson diary
C. Worksheet information system Correct Answers CRM
'Preapproach' is the first stage in the selling process.
T or F Correct Answers false
,"Mrs. Baird's Bread is made with love. It is like my grandmother
is making it in her kitchen." This statement is an example of
a(n):
A. metaphor
B. imagery
C. dramatization
D. analogy Correct Answers analogy
A _______ is a method of achieving an end.
A. target
B. purpose
C. goal
D. plan
E. quota Correct Answers plan
A company that manufactures truck bed liners will be sending
representatives to a Dallas automotive trade show. What advice
should you give them to make sure their trip is a profitable one?
A. Be prepared for rejection
B. Do not distract from your exhibit with attention-getting
devices
C. Memorize your sales pitch word-for-word Correct Answers
Be prepared for rejection
A customer profile should answer the question, "What are the
purchasing policies and practices of the account?"
T or F Correct Answers true
A GIS is capable of revealing customer buying patterns.
T or F Correct Answers true
, A plan is defined as the act of setting a goal and accomplishing
it.
T or F Correct Answers false
A premium is an article of merchandise offered as an incentive
to the user to sample a product or visit a store.
T or F Correct Answers true
A prospect goes through five mental steps, which all lead to the
purchase decision. The approach stage of the selling process
should:
A. make the customer desire the product.
B. move the prospect to the conviction stage.
C. attract customer attention and interest. Correct Answers
attract customer attention and interest.
A prospect pool generally includes orphaned customers.
T or F Correct Answers true
A salesperson and a customer enter into a strategic customer
relationship in order to:
A. maintain an adversarial relationship.
B. create transactional exchanges.
C. broaden the channel of distribution.
D. maintain an adversarial relationship.
E. pursue mutual goals Correct Answers pursue mutual goals
A salesperson cannot make a sales call without a sales call
objective.
T or F Correct Answers false
