MARK 337 TEST 1 – Flashcards
21 test answers
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One of the earliest formal statements indicating corporate interest in the marketing concept came from a General Electric Executive in the 1950s
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TRUE
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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
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TRUE
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Consultative-style selling practices have become "popular" because they can be easily mastered
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FALSE
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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
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FALSE
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Consultative-style selling, which emerged in the late 1960s and early 1970s, is an extension of marketing concept
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TRUE
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The four major strategies that form the strategic consultative selling model are "independent" of one another
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FALSE
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Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations
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TRUE
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The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation
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TRUE
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A major reason for the demise of the product solution is the growing number of look-alike products
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TRUE
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The partnering concept, as an "enhancement" of personal selling, became very popular in the 1970s
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FALSE
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The goal of strategic alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own
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TRUE
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The term product should be broadly interpreted to encompass
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A. information, services, ideas and issues
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The development of a personal selling philosophy involves all of the following EXCEPT
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B. a full appreciation of the tenets of the free enterprise system
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A major development that has helped the information economy is:
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C. major advances in information technology
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Which of the following statements accurately describes value-added selling?
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B. The value added by salespeople today is increasingly derived from intangibles
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The ultimate goal of the "marketing concept" is
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B. Customer satisfaction
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Which of the following statements would NOT be an application of the marketing concepts?
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A. Let's speed up production and get these products to customers faster by eliminating the field test
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