MAR Quiz 10
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The term "social media" refers exclusively to social networking sites like Facebook.
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False
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What does a Klout score measure?
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social reach, influence, and extended network
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Excluding computers, which of the following methods is used by more consumers to access social media?
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mobile phones
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Gene's Complete Cameras offers its customers an interactive website to help them choose the best camera for their lifestyle. But the site's most-used feature is its user blog in which customers—both satisfied and unsatisfied—talk about products they have purchased and the service received at Gene's. The user blog best describes which of the 4E frameworks for the store's customers?
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Engage
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One measure of traffic from visitors on sites, the total page requests, is measured in units called
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hits.
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Which of the following is the definition of social media?
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content distributed through social interaction
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At this time, few opportunities exist for firms to profit from the ways consumers use social media.
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False
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Most beverage distributors have their delivery people act as the firm's sales representatives. The delivery people primarily function as
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order takers.
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Regina has made the same sales presentation twice a day for almost a month. At first, the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was. Regina might ask another sales rep to participate in _______________ and critique her presentation.
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role playing
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Johnny works at an electronics store. In addition to his salary, he receives 2 percent of the sales dollars he brings in each month. This extra 2 percent is called a
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commission
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When a plumbing contractor drove up to Bill's house in a brand new Mercedes, Bill decided this person would be too high-priced even before the plumbing contractor offered his bid. Bill made the mistake of
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judging a book by its cover."
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If you had a small business and needed a sales force but did not wish to hire anyone, you could use the services of an independent agent.
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True
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Which of the following is NOT one of the steps in the personal selling process?
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Request for proposal
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Chesnee works in the office of a building materials company. One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions. Chesnee is involved in the _______________ step of the selling process.
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generate leads
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Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale. Salespeople can learn when to close the sale by
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listening to customers and paying attention to their body language.
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The ________________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.
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preapproach
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Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary. As such, she strives to build strong relationships with customers and
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take a long-term perspective
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Retail salespeople should never "judge a book by its cover.
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True
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Firms that use personal selling do so because the benefits exceed the costs.
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True
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Fred is generating a list of potential customers and assessing their potential. He is in which step of the personal selling process?
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step 1
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Which segment of social media users would be most likely to use Facebook to post frequently about the day-to-day details of their lives, and to comment on similar details posted by their friends?
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Bonders
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YouTube is an example of what type of social media site?
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media sharing
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When designing a social media campaign, the first step is to identify the target audience.
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False
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A Groupon offer for discounted theater tickets was sent to targeted customers who had previously purchased movie or theater tickets. This best describes which of the 4E frameworks?
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Excite
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One important measure of social media's effectiveness is the percentage of site visitors who take the action the site owner hoped for—making a purchase, subscribing to a service, or donating money, for example. This measure is called the site's
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conversion rate.
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Telemarketing and cold calls have become less popular as sales tools because of all of the following reasons EXCEPT
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they require appointments, which takes time away from the actual selling of the product
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If you had a small business and needed a sales force but did not wish to hire anyone, you could use the services of an independent agent.
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True
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During the preapproach stage, a salesperson usually conducts additional research about prospects and
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develops plans for meeting with the customer.
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Naren knows that he needs to ask a series of questions early in his sales presentation, but he also knows that he
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needs to listen carefully to the answers.
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The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes
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where the customer is in the buying process.
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Which of the following best describes a company sales force?
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A company sales force is composed of people who are employees of the selling company.
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Regina has made the same sales presentation twice a day for almost a month. At first, the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was. Regina might ask another sales rep to participate in _______________ and critique her presentation.
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role playing
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It is the company's responsibility, not the salesperson's, to ensure that all dealings with the customer are ethical and legal.
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False
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Fred is generating a list of potential customers and assessing their potential. He is in which step of the personal selling process?
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step 1
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Which of the following is NOT considered one of the significant financial rewards for sales representatives?
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Extra vacation days
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Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary. As such, she strives to build strong relationships with customers and
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take a long-term perspective
