MKT Sales Management Quiz 1

Personal selling occurs when a company representative ________.

Interacts directly with a customer or a prospect to present information about a product or service

The development of a personal-selling philosophy involves three prescriptions: ________.

adopting the marketing concept, valuing personal selling, and assuming the role of problem solver and partner to help customers make informed buying decision

The three prescriptions for success in personal selling are part of the ________

Strategic/Consultative Selling Model

Knowledge workers are individuals whose working effort is centered on ________

creating, using, sharing, and applying all types of knowledge

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an Accounting major, but discovered that she is interested in product marketing and in sales. What essential quality will Roni need to have to be successful in sales?

She will need to enjoy interacting with potential customers and customers.

Which of these attributes will lead to higher customer satisfaction and the willingness to buy a product?

Knowledge of the customer's needs

The ultimate goal of the "marketing concept" is

customer satisfaction

According to the market concept achieving organizational goals depends on ____________ and delivering the desired products.

knowing the needs and wants of target markets

The marketing mix consists of product, promotion, place, and:

price

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer. Alan is considered a(n):

outside sales representative

Success in personal selling rests on the critical ability to ___________________.

create value for the customers

The role of the inside salesperson often includes ________.

performing selling activities at the employer's location, typically using the telephone and e-mail.

The selling of a good or service to another member of the supply chain is referred to by which of the following terms?

Trade sales

Assuming the role of a problem solver is part of developing a personal-selling philosophy.

True

The phrase "information economy" refers to the shift in the economy from

industrial activity to an emphasis on information processing

Which one of the following people would LEAST likely be considered a "knowledge worker"?

someone who relays information from one party to another without changing it

The promotion element of a marketing program can be subdivided into the areas of:

sales promotion, public relations, personal selling, and advertising

Consultative selling emphasizes need identification, which the salesperson achieves by:

asking the client questions and listening carefully to the answers

XFormation is a company that develops and delivers custom trainings for products, procedures, and change at companies. XFormation developers have extensive knowledge of adult learning theory, and the trainers are dynamic, engaged teachers. Which of the following is the customer strategy that XFormation salespeople should use?

Understand the customer's needs and what and how they need to buy.

Under the marketing concept, ________ are the paths to sales and profits.

customer focus and value