Professional Selling Exam 1 questions
with correct answers
The term product should be broadly interpreted to encompass: - correct answer ✔✔information,
services, ideas, and issues
The development of a personal selling philosophy involves all of the following EXCEPT: - correct answer
✔✔a full appreciation of the tenets of the free enterprise system
A major development that has helped the information economy is: - correct answer ✔✔major advances
in information technology
Which of the following statements accurately describes value-added selling? - correct answer ✔✔The
value added by salespeople today is increasingly derived from intangibles.
The ultimate goal of the "marketing concept" is: - correct answer ✔✔customer satisfaction
Which of the following statements would NOT be an application of the marketing concept? - correct
answer ✔✔Let's speed up production and get these products to customers faster by eliminating the field
test.
When UPS was first established, founder Jim Casey described the firm's focus as follows: - correct answer
✔✔To render perfect service to our stores and their customers
All of the following are elements of the marketing mix EXCEPT: - correct answer ✔✔Personnel
The promotion element of a marketing program can be subdivided into the areas of: - correct answer
✔✔sales promotion, public relations, personal selling, and advertising
, In a market characterized by vigorous competition, look-alike products and customer loyalty that
depends on quality relationships as well as quality products, the salesperson should fully utilize the: -
correct answer ✔✔relationship strategy
A well-thought-out plan for establishing, building, and maintaining quality relationships is a: - correct
answer ✔✔relationship strategy
Sharon Wiley is a sales representative employed by a leading producer of pharmaceuticals used in
veterinary medicine. Recently she attended a university-sponsored seminar that focused on new
research findings in selected areas of veterinary medicine. Ms. Wiley is attempting to develop a: - correct
answer ✔✔product strategy
All of the following are broad strategic areas of the Strategic/Consultative Selling Model EXCEPT: - correct
answer ✔✔service strategy
Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21
agency. To prepare for this new position, he purchased and read a research report entitled "Buying
Habits of Today's Home Buyers." Mr. Villa is attempting to develop a: - correct answer ✔✔customer
strategy
The four broad strategic areas of the Strategic/Consultative Selling Model are: - correct answer ✔✔not
independent of each other
Preparing objectives for the sales presentation and a plan to reach those objectives is the: - correct
answer ✔✔presentation strategy
The customer strategy always takes into consideration: - correct answer ✔✔what the customer needs
When a marketer decides to adopt partnering, emphasis will be placed on: - correct answer ✔✔the
customer
The evolution of strategic selling can be traced to: - correct answer ✔✔several trends that resulted in a
more complex selling environment
with correct answers
The term product should be broadly interpreted to encompass: - correct answer ✔✔information,
services, ideas, and issues
The development of a personal selling philosophy involves all of the following EXCEPT: - correct answer
✔✔a full appreciation of the tenets of the free enterprise system
A major development that has helped the information economy is: - correct answer ✔✔major advances
in information technology
Which of the following statements accurately describes value-added selling? - correct answer ✔✔The
value added by salespeople today is increasingly derived from intangibles.
The ultimate goal of the "marketing concept" is: - correct answer ✔✔customer satisfaction
Which of the following statements would NOT be an application of the marketing concept? - correct
answer ✔✔Let's speed up production and get these products to customers faster by eliminating the field
test.
When UPS was first established, founder Jim Casey described the firm's focus as follows: - correct answer
✔✔To render perfect service to our stores and their customers
All of the following are elements of the marketing mix EXCEPT: - correct answer ✔✔Personnel
The promotion element of a marketing program can be subdivided into the areas of: - correct answer
✔✔sales promotion, public relations, personal selling, and advertising
, In a market characterized by vigorous competition, look-alike products and customer loyalty that
depends on quality relationships as well as quality products, the salesperson should fully utilize the: -
correct answer ✔✔relationship strategy
A well-thought-out plan for establishing, building, and maintaining quality relationships is a: - correct
answer ✔✔relationship strategy
Sharon Wiley is a sales representative employed by a leading producer of pharmaceuticals used in
veterinary medicine. Recently she attended a university-sponsored seminar that focused on new
research findings in selected areas of veterinary medicine. Ms. Wiley is attempting to develop a: - correct
answer ✔✔product strategy
All of the following are broad strategic areas of the Strategic/Consultative Selling Model EXCEPT: - correct
answer ✔✔service strategy
Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21
agency. To prepare for this new position, he purchased and read a research report entitled "Buying
Habits of Today's Home Buyers." Mr. Villa is attempting to develop a: - correct answer ✔✔customer
strategy
The four broad strategic areas of the Strategic/Consultative Selling Model are: - correct answer ✔✔not
independent of each other
Preparing objectives for the sales presentation and a plan to reach those objectives is the: - correct
answer ✔✔presentation strategy
The customer strategy always takes into consideration: - correct answer ✔✔what the customer needs
When a marketer decides to adopt partnering, emphasis will be placed on: - correct answer ✔✔the
customer
The evolution of strategic selling can be traced to: - correct answer ✔✔several trends that resulted in a
more complex selling environment
