MKT 325 Exam 1 Study Questions and Accurate Answers.
__________ occurs when a company representative interacts directly with a customer or
prospective customer to present information about a product or service.
a. repeat selling
b. personal selling
c. cold calling
d. order taking
e. order processing correct answers Personal Selling
The three prescriptions in the personal selling philosophy are
a. making others buy, closing deals, and achieving sales goals
b. adopting the marketing concept, achieving sales goals, and telling the customer what to buy
c. having a great personality, convincing others to buy, and closing deals
d. adopting the marketing concept, valuing personal selling, and being a problem solver and
partner
e. majoring in sales, adopting the marketing concept, and being a person who solves problems
correct answers adopting the marketing concept, valuing personal selling, and being a problem
solver and partner
One of the elements of the personal selling process is interacting directly with the customer or
prospect to ______, and match appropriate products or services.
a. discuss product specifications
b. discuss new innovations
c. make a presentation
d. discover needs
e. understand more about his or her budget correct answers discover needs
Personal selling is about adopting the marketing concept, valuing personal selling, and becoming
a _______ with the customer or prospect.
a. strategic partner
b. partner and collaborator
c. problem solver and partner
d. problem solver and collaborator
e. vendor of choice correct answers problem solver and partner
Which of the following is a definition of personal selling?
a. when a salesperson calls a new or unqualified prospect
b. when the salesperson completes a repeat sale
c. when the salesperson processes an order
d. when a salesperson interacts directly with a customer or prospective customer
e. when the salesperson takes an order correct answers when a salesperson interacts directly with
a customer or prospective customer
The primary reason for the shift to an information economy was caused by
a. a shift from heavy industrial activity to an emphasis on information processing
, b. the invention of the personal computer
c. the invention of the Internet
d. the invention of software
e. the founding of Microsoft and Apple correct answers a shift from heavy industrial activity to
an emphasis on information processing
Salespeople use a variety of _____ to gather and process information of value to the customer.
a. cloud technologies
b. software tools
c. customer relationship management software programs
d. websites
e. information technology correct answers information technology
Tools like computers, mobile phones, smartphones, websites, CRM tools, and many other
technology applications help improve relationship selling by
a. handling finance and accounting issues
b. providing more quality products
c. processing orders more efficiently
d. increasing price transparency
e. increasing the speed by which we acquire, process, and disseminate information correct
answers increasing the speed by which we acquire, process, and disseminate information
Value is created for both the buyer and seller by improving speed, ability to collaborate,
customer engagement, and accountability through the use of
a. ecommerce applications
b. information technology along with innovative sales practices
c. customer relationship management (CRM) applications
d. customer relationship management (CRM) applications and the Internet
e. the internet and smartphones correct answers information technology along with innovative
sales practices
In the United States, one reason for the shift to an information economy was caused by
a. the founding of Microsoft and Apple
b. the invention of the Internet
c. a shift from industrial activity to an emphasis on information processing
d. the invention of the personal computer
e. the invention of software correct answers a shift from industrial activity to an emphasis on
information processing
Salespeople, especially in relationship selling, use _____ to gather and process information of
value to the customer.
a. customer relationship management software programs
b. information technology
c. websites
d. cloud technologies
e. software tools correct answers information technology
__________ occurs when a company representative interacts directly with a customer or
prospective customer to present information about a product or service.
a. repeat selling
b. personal selling
c. cold calling
d. order taking
e. order processing correct answers Personal Selling
The three prescriptions in the personal selling philosophy are
a. making others buy, closing deals, and achieving sales goals
b. adopting the marketing concept, achieving sales goals, and telling the customer what to buy
c. having a great personality, convincing others to buy, and closing deals
d. adopting the marketing concept, valuing personal selling, and being a problem solver and
partner
e. majoring in sales, adopting the marketing concept, and being a person who solves problems
correct answers adopting the marketing concept, valuing personal selling, and being a problem
solver and partner
One of the elements of the personal selling process is interacting directly with the customer or
prospect to ______, and match appropriate products or services.
a. discuss product specifications
b. discuss new innovations
c. make a presentation
d. discover needs
e. understand more about his or her budget correct answers discover needs
Personal selling is about adopting the marketing concept, valuing personal selling, and becoming
a _______ with the customer or prospect.
a. strategic partner
b. partner and collaborator
c. problem solver and partner
d. problem solver and collaborator
e. vendor of choice correct answers problem solver and partner
Which of the following is a definition of personal selling?
a. when a salesperson calls a new or unqualified prospect
b. when the salesperson completes a repeat sale
c. when the salesperson processes an order
d. when a salesperson interacts directly with a customer or prospective customer
e. when the salesperson takes an order correct answers when a salesperson interacts directly with
a customer or prospective customer
The primary reason for the shift to an information economy was caused by
a. a shift from heavy industrial activity to an emphasis on information processing
, b. the invention of the personal computer
c. the invention of the Internet
d. the invention of software
e. the founding of Microsoft and Apple correct answers a shift from heavy industrial activity to
an emphasis on information processing
Salespeople use a variety of _____ to gather and process information of value to the customer.
a. cloud technologies
b. software tools
c. customer relationship management software programs
d. websites
e. information technology correct answers information technology
Tools like computers, mobile phones, smartphones, websites, CRM tools, and many other
technology applications help improve relationship selling by
a. handling finance and accounting issues
b. providing more quality products
c. processing orders more efficiently
d. increasing price transparency
e. increasing the speed by which we acquire, process, and disseminate information correct
answers increasing the speed by which we acquire, process, and disseminate information
Value is created for both the buyer and seller by improving speed, ability to collaborate,
customer engagement, and accountability through the use of
a. ecommerce applications
b. information technology along with innovative sales practices
c. customer relationship management (CRM) applications
d. customer relationship management (CRM) applications and the Internet
e. the internet and smartphones correct answers information technology along with innovative
sales practices
In the United States, one reason for the shift to an information economy was caused by
a. the founding of Microsoft and Apple
b. the invention of the Internet
c. a shift from industrial activity to an emphasis on information processing
d. the invention of the personal computer
e. the invention of software correct answers a shift from industrial activity to an emphasis on
information processing
Salespeople, especially in relationship selling, use _____ to gather and process information of
value to the customer.
a. customer relationship management software programs
b. information technology
c. websites
d. cloud technologies
e. software tools correct answers information technology
