Chapter 1 MKT 315H

MKT 315H Miami University

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.

False

Customers who use multiple channels or sources for gathering information are referred to as "omnichannel buyers."

True

The goal of selling is merely to promote a product or service.

False

The personal value equation of a buyer is the selling price minus the benefits received.

False

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.

False

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.

True

The phrase "customer-centric" means making the customer the center of everything a salesperson does.

True

A customer relationship management (CRM) system is a system that organizes information about customers, their needs, company information, and sales history.

True

A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products.

False

Companies exist for one reason—to manufacture or sell goods or services.

True

Inside salespeople communicate with the customer face to face at the customer’s location.

False

Emotional intelligence is using one's emotions to interact effectively with a customer.

True