MKT 356 Exam 1 Questions With
Accurate Answers
Customer Value proposition - ANSWER the way in which a salesperson's
product or service will meet the prospect's needs and how that is different from
the offerings of competitors, especially the next-best-alternative
go to market strategies - ANSWER the various options that firms have to to sell
their products. examples include the internet, franchise, telemarketers, agents,
value added resellers, field salespeople, and so on
customer life time value - ANSWER the sum of the customer's purchases over its
entire life
multi channel strategy - ANSWER the process of a firm using various go to
market strategies at a time
trade salespeople - ANSWER salespeople who sell to firms that resell the
products rather than using them within their own firms
missionary salespeople - ANSWER sales people who work for a manufacture
and promote the manufacturers products to to other firms. those firms buy
products from distributors or other manufacturers, not directly from the
salespersons firm
field salespeople - ANSWER salespeople who spend considerable time in the
customer's place of business, communicating with the customer face to face.
inside salespeople - ANSWER salespeople who work at their employer's location
and interact with customers by telephone or letter
sales force intensive organizations - ANSWER firms whose go to market strategy
relies heavily on salespeople
integrated marketing communications - ANSWER coordinated communications
programs that exploit the strengths of various communication vehicles to
maximize the total impact on customers
distribution channel - ANSWER set of people and organizations responsible for
the flow of products and services from the producer to the ultimate user
, manufacture's agents - ANSWER independent business people who are paid a
commission by a manufacturer for all products and services the agents sell
emotional intelligence - ANSWER the ability to effectively understand and use
your own emotions and those of people with whom you interact
four aspects: 1 knowing your own feelings. 2. controlling your emotions 3.
recognizing your customers emotions 4. using your emotions to interact
effectively with the customer
canned sales pitch - ANSWER a scripted sales pitch to follow without deviation
behavioral loyalty - ANSWER the purchase of the same product from the same
vendor over time
functional relationships - ANSWER series of market exchanges between a buyer
and a seller, linked together over time. win-lose relationships
strategic partnerships - ANSWER long term business relationship in which the
buyer and seller have made significant investments to improve the profitability
of bother parties in the relationships. win win relationships.
boundary spanning employees - ANSWER employees who cross the
organizational boundary and interact with customers or vendors
relationship marketing - ANSWER marketing that seeks to win customers by
building the right type of relationship desired by those customers
attitudinal loyalty - ANSWER an emotional attachment to a brand, company, or
salesperson
relational partnerships - ANSWER long term business relationsip in which the
buyer and seller have a close, trusting relationship buy have not made
significant investments in the relationship. win win relationships
customer orientation - ANSWER selling approach based on keeping the
customer's interests paramount
manipulation - ANSWER practice by a salesperson to eliminate or reduce the
buyer's choice unfairly
persuasion - ANSWER practice by a salesperson designed to influence the
buyer's decision, not manipulate it
bribes - ANSWER payments made to buyers to influence their purchase
decisions
Accurate Answers
Customer Value proposition - ANSWER the way in which a salesperson's
product or service will meet the prospect's needs and how that is different from
the offerings of competitors, especially the next-best-alternative
go to market strategies - ANSWER the various options that firms have to to sell
their products. examples include the internet, franchise, telemarketers, agents,
value added resellers, field salespeople, and so on
customer life time value - ANSWER the sum of the customer's purchases over its
entire life
multi channel strategy - ANSWER the process of a firm using various go to
market strategies at a time
trade salespeople - ANSWER salespeople who sell to firms that resell the
products rather than using them within their own firms
missionary salespeople - ANSWER sales people who work for a manufacture
and promote the manufacturers products to to other firms. those firms buy
products from distributors or other manufacturers, not directly from the
salespersons firm
field salespeople - ANSWER salespeople who spend considerable time in the
customer's place of business, communicating with the customer face to face.
inside salespeople - ANSWER salespeople who work at their employer's location
and interact with customers by telephone or letter
sales force intensive organizations - ANSWER firms whose go to market strategy
relies heavily on salespeople
integrated marketing communications - ANSWER coordinated communications
programs that exploit the strengths of various communication vehicles to
maximize the total impact on customers
distribution channel - ANSWER set of people and organizations responsible for
the flow of products and services from the producer to the ultimate user
, manufacture's agents - ANSWER independent business people who are paid a
commission by a manufacturer for all products and services the agents sell
emotional intelligence - ANSWER the ability to effectively understand and use
your own emotions and those of people with whom you interact
four aspects: 1 knowing your own feelings. 2. controlling your emotions 3.
recognizing your customers emotions 4. using your emotions to interact
effectively with the customer
canned sales pitch - ANSWER a scripted sales pitch to follow without deviation
behavioral loyalty - ANSWER the purchase of the same product from the same
vendor over time
functional relationships - ANSWER series of market exchanges between a buyer
and a seller, linked together over time. win-lose relationships
strategic partnerships - ANSWER long term business relationship in which the
buyer and seller have made significant investments to improve the profitability
of bother parties in the relationships. win win relationships.
boundary spanning employees - ANSWER employees who cross the
organizational boundary and interact with customers or vendors
relationship marketing - ANSWER marketing that seeks to win customers by
building the right type of relationship desired by those customers
attitudinal loyalty - ANSWER an emotional attachment to a brand, company, or
salesperson
relational partnerships - ANSWER long term business relationsip in which the
buyer and seller have a close, trusting relationship buy have not made
significant investments in the relationship. win win relationships
customer orientation - ANSWER selling approach based on keeping the
customer's interests paramount
manipulation - ANSWER practice by a salesperson to eliminate or reduce the
buyer's choice unfairly
persuasion - ANSWER practice by a salesperson designed to influence the
buyer's decision, not manipulate it
bribes - ANSWER payments made to buyers to influence their purchase
decisions
