MARK 337 TEST 1 – Flashcards
Unlock all answers in this set
Unlock answersquestion
Information technology aids salespeople in creating and maintaining relationships with customers
answer
TRUE
question
Today we use the computer "more" for data crunching and "less" for connecting
answer
FALSE
question
Value-added selling can be defined as a series of creative improvements within the sales process that enhances the customer experience
answer
TRUE
question
Business firms vary in terms of how strongly they support the marketing concept
answer
TRUE
question
One of the earliest formal statements indicating corporate interest in the marketing concept came from a General Electric Executive in the 1950s
answer
TRUE
question
When measured by either the number of people employed or expenses as a percentage of sales, personal selling is often the major promotional method used by American businesses
answer
TRUE
question
Consultative-style selling practices have become "popular" because they can be easily mastered
answer
FALSE
question
A "strategy" can be best described as a collection of techniques, practices or methods you use when you are face to face with a customer
answer
FALSE
question
Consultative-style selling, which emerged in the late 1960s and early 1970s, is an extension of marketing concept
answer
TRUE
question
The four major strategies that form the strategic consultative selling model are "independent" of one another
answer
FALSE
question
Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations
answer
TRUE
question
The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation
answer
TRUE
question
A major reason for the demise of the product solution is the growing number of look-alike products
answer
TRUE
question
The partnering concept, as an "enhancement" of personal selling, became very popular in the 1970s
answer
FALSE
question
The goal of strategic alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own
answer
TRUE
question
The term product should be broadly interpreted to encompass
answer
A. information, services, ideas and issues
question
The development of a personal selling philosophy involves all of the following EXCEPT
answer
B. a full appreciation of the tenets of the free enterprise system
question
A major development that has helped the information economy is:
answer
C. major advances in information technology
question
Which of the following statements accurately describes value-added selling?
answer
B. The value added by salespeople today is increasingly derived from intangibles
question
The ultimate goal of the "marketing concept" is
answer
B. Customer satisfaction
question
Which of the following statements would NOT be an application of the marketing concepts?
answer
A. Let's speed up production and get these products to customers faster by eliminating the field test
