MKTG 451 EXAM 1 MEGA SET 332 QUESTIONS
WITH VERIFIED ANSWERS
primarily concerned with the interaction between sellers and buyers that leads to
a successful sale - CORRECT ANSWER A feature of personal selling by salespeople
is that it is _____.
personal selling - CORRECT ANSWER The phenomenon of human-driven
interaction between and within individuals or organizations in order to bring
about economic exchange within a value-creation context is known as ______
______.
go-to-market strategies - CORRECT ANSWER Firms have many options in how they
can approach customers as they add value, and the various methods are
sometimes called _____.
- Demonstrating products to customers and writing orders
- Prospecting for new customers and increasing sales to existing customers
- Negotiating price and delivery terms with customers - CORRECT ANSWER Which
of the following typically are part of sales jobs? (Check all that apply.)
customers today demand 24/7 service - CORRECT ANSWER As a client relationship
manager, a salesperson should understand that _____.
coordinate the activities in their firms to resolve customer problems - CORRECT
ANSWER As account team managers in their firms, salespeople have to _____.
,supply chain logistics - CORRECT ANSWER The management of the supply chain is
known as _______ _______ _______.
customer lifetime value (CLV) - CORRECT ANSWER Selling firms determine which
go-to-market strategy to use for each customer based on certain factors. One such
factor that pertains to the estimated value of a customer over the lifetime of the
customer's relationship with a seller is called _____.
customer relationship management (CRM) system - CORRECT ANSWER
Salespeople report information about expenses, sales forecasts, competitor
activities, calls made, future calls scheduled, business conditions, and unsatisfied
customer needs to their firms. Most of this information is included in a(n) _____.
False - CORRECT ANSWER True or false: The activities of salespeople are
independent of the type of selling job they choose.
distribution channel - CORRECT ANSWER A group of people and firms accountable
for the flow of products and services from a producer to an ultimate user is known
as a(n)
customer-centric - CORRECT ANSWER A responsibility of a salesperson as a client
relationship manager is to assist customers identify problems, offering
information about potential solutions, and providing after-sale service to make
sure that they have long-term satisfaction. The phrase often used to describe this
is _____.
- significance of the customer's purchase decision
,- level of buyer-seller relationship - CORRECT ANSWER Identify the factors that are
focused in the descriptions of sales jobs. (Check all that apply.)
have greater turnover intentions - CORRECT ANSWER In the context of
salespeople being account team managers in their firms, it has been found that
salespeople who try to sell a product alone _____.
Ryan, who deals with a field customer - CORRECT ANSWER In the context of the
sales job continuum, which of the following salespeople require a higher level of
creativity than the others?
supply chain logistics and channel manager - CORRECT ANSWER Jake, a customer,
buys a new car from Trumotors Inc., with features that will be added by a third-
party vendor. Sean, the salesperson, coordinates the efforts of the vendor with
Trumotors Inc. In this scenario, Sean, as a salesperson, is playing the role of a(n)
_____.
customer relationship management (CRM) system - CORRECT ANSWER
Salespeople at HiSign Electronics Inc. store their delivery reports, customer
details, and call report information in their laptop computers. In this scenario,
most of the stored information can be accessed from the company's _____.
are trustworthy and dependable - CORRECT ANSWER Customers tend to engage in
long-term relationships only with salespeople who _____.
True - CORRECT ANSWER True or false: The differences in sales positions of
salespeople originate from the various roles salespeople play in a firm's
distribution channel.
, nature of an offering made by a salesperson - CORRECT ANSWER A factor focused
in the descriptions of sales jobs is the _____.
react positively and quickly to a customer's needs - CORRECT ANSWER In order to
build strong long-term relationships with customers, salespeople must _____.
needs to secure customer commitment - CORRECT ANSWER Sophia is a
salesperson. In the context of the sales job continuum, she requires a higher level
of creativity when she _____.
creativity - CORRECT ANSWER Salespeople should have the trait of having
imagination and inventiveness and using them to come up with new solutions and
ideas, known as _____.
emotional intelligence (EI) - CORRECT ANSWER In the context of the
characteristics of salespeople, the ability to effectively understand and regulate
one's own feelings and to read and respond to the others' feelings is known as
_____.
realize that their mistakes are learning opportunities - CORRECT ANSWER A
characteristic of successful salespeople is that they _____.
He or she communicates to many people daily. - CORRECT ANSWER Identify a
characteristic of a typical salesperson.
WITH VERIFIED ANSWERS
primarily concerned with the interaction between sellers and buyers that leads to
a successful sale - CORRECT ANSWER A feature of personal selling by salespeople
is that it is _____.
personal selling - CORRECT ANSWER The phenomenon of human-driven
interaction between and within individuals or organizations in order to bring
about economic exchange within a value-creation context is known as ______
______.
go-to-market strategies - CORRECT ANSWER Firms have many options in how they
can approach customers as they add value, and the various methods are
sometimes called _____.
- Demonstrating products to customers and writing orders
- Prospecting for new customers and increasing sales to existing customers
- Negotiating price and delivery terms with customers - CORRECT ANSWER Which
of the following typically are part of sales jobs? (Check all that apply.)
customers today demand 24/7 service - CORRECT ANSWER As a client relationship
manager, a salesperson should understand that _____.
coordinate the activities in their firms to resolve customer problems - CORRECT
ANSWER As account team managers in their firms, salespeople have to _____.
,supply chain logistics - CORRECT ANSWER The management of the supply chain is
known as _______ _______ _______.
customer lifetime value (CLV) - CORRECT ANSWER Selling firms determine which
go-to-market strategy to use for each customer based on certain factors. One such
factor that pertains to the estimated value of a customer over the lifetime of the
customer's relationship with a seller is called _____.
customer relationship management (CRM) system - CORRECT ANSWER
Salespeople report information about expenses, sales forecasts, competitor
activities, calls made, future calls scheduled, business conditions, and unsatisfied
customer needs to their firms. Most of this information is included in a(n) _____.
False - CORRECT ANSWER True or false: The activities of salespeople are
independent of the type of selling job they choose.
distribution channel - CORRECT ANSWER A group of people and firms accountable
for the flow of products and services from a producer to an ultimate user is known
as a(n)
customer-centric - CORRECT ANSWER A responsibility of a salesperson as a client
relationship manager is to assist customers identify problems, offering
information about potential solutions, and providing after-sale service to make
sure that they have long-term satisfaction. The phrase often used to describe this
is _____.
- significance of the customer's purchase decision
,- level of buyer-seller relationship - CORRECT ANSWER Identify the factors that are
focused in the descriptions of sales jobs. (Check all that apply.)
have greater turnover intentions - CORRECT ANSWER In the context of
salespeople being account team managers in their firms, it has been found that
salespeople who try to sell a product alone _____.
Ryan, who deals with a field customer - CORRECT ANSWER In the context of the
sales job continuum, which of the following salespeople require a higher level of
creativity than the others?
supply chain logistics and channel manager - CORRECT ANSWER Jake, a customer,
buys a new car from Trumotors Inc., with features that will be added by a third-
party vendor. Sean, the salesperson, coordinates the efforts of the vendor with
Trumotors Inc. In this scenario, Sean, as a salesperson, is playing the role of a(n)
_____.
customer relationship management (CRM) system - CORRECT ANSWER
Salespeople at HiSign Electronics Inc. store their delivery reports, customer
details, and call report information in their laptop computers. In this scenario,
most of the stored information can be accessed from the company's _____.
are trustworthy and dependable - CORRECT ANSWER Customers tend to engage in
long-term relationships only with salespeople who _____.
True - CORRECT ANSWER True or false: The differences in sales positions of
salespeople originate from the various roles salespeople play in a firm's
distribution channel.
, nature of an offering made by a salesperson - CORRECT ANSWER A factor focused
in the descriptions of sales jobs is the _____.
react positively and quickly to a customer's needs - CORRECT ANSWER In order to
build strong long-term relationships with customers, salespeople must _____.
needs to secure customer commitment - CORRECT ANSWER Sophia is a
salesperson. In the context of the sales job continuum, she requires a higher level
of creativity when she _____.
creativity - CORRECT ANSWER Salespeople should have the trait of having
imagination and inventiveness and using them to come up with new solutions and
ideas, known as _____.
emotional intelligence (EI) - CORRECT ANSWER In the context of the
characteristics of salespeople, the ability to effectively understand and regulate
one's own feelings and to read and respond to the others' feelings is known as
_____.
realize that their mistakes are learning opportunities - CORRECT ANSWER A
characteristic of successful salespeople is that they _____.
He or she communicates to many people daily. - CORRECT ANSWER Identify a
characteristic of a typical salesperson.
