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Module 2 Quiz

Module 2 Quiz from Fall 2020 for the course Selling.
Course

Selling (MMT 1313)

5 Documents
Students shared 5 documents in this course
Academic year: 2020/2021
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Itawamba Community College

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Module 2 Quiz

  1. In consultaive selling, the customer is seen as:  A person to be served

  2. Achieving a marketplace advantage by teaming up with another company whose products or services it well with your own is referred to as a:  Strategic selling alliance

  3. The ulimate goal of the “markeing concept” is:  Customer saisfacion

  4. The process of building and maintaining strong customer relaionships by providing customer value is called:  Customer relaionship management

  5. A partnership is beneicial for both paries because the successive sales are:  Greater than the iniial or repeat sales

  6. Maintaining high ethical standards:  Can strengthen your relaionship with a customer

  7. Sales departments and markeing departments oten compete for:  Financial resources and budget share  Product to give away  The biggest customers  Management’s favor  The largest number of employees in the company

  8. Preparing objecives for the sales presentaion and a plan to reach those objecives is the:  Presentaion strategy

  9. In a market characterized by vigorous compeiion, look-alike products and customer loyalty that depends on quality relaionships as well as quality products, the salesperson should fully uilize the:  Relaionship strategy

  10. The four broad strategic areas of the Strategic/Consultaive Selling Model are:  In conlict with each other  Idenical to each other  Independent of each other  Connected to each other  Not independent of each other

  11. When a marketer decides to adopt partnering, emphasis will be placed on:  The customer

  12. The customer strategy always takes into consideraion:  What the customer needs

  13. A well thought out plan for establishing, building, and maintaining quality relaionships is a:  Relaionship strategy

  14. Customers want quality products and:  Quality relaionships

  15. The highest form of partnering is the:  Strategic selling alliance

  16. In consultaive sales, the customer’s primary focus is a trustworthy:  Salesperson

  17. Reciprocity, as a corporate policy, is:  Occasionally a form of corporate blackmail

  18. Which of the following is most useful in guiding a salesperson in ethical behavior?  Role model provided by sales manager

  19. Which of the following is a general guideline that serves as a foundaion for a personal code of business ethics?

 Be honest with yourself and with others 20. In transacional sales, the customer’s primary focus is a trustworthy:  Product 21. Which of the following is a point of view that has most likely eroded character in business?  Corporaions exist to maximize shareholder value 22. It is important to record the facts of an interacion with a customer in CRM sotware but not your conclusions, because:  This informaion could become available to the customer in the future 23. When a customer reveals conidenial informaion about a compeitor to a salesperson, the preferred course of acion is for the salesperson to:  Preserve the conideniality of informaion they receive 24. Which of the following would be the best applicaion of principles regarding git giving to customers?  Determine the git-receiving policy of the customer’s company 25. In strategic alliance sales, the customer’s primary focus is a trustworthy:  Organizaion 26. CRM sotware can most likely help a salesperson to:  Implement the markeing mix  Develop beter presentaion skills  Fulill commitments to customers  Increase transacional sales  Negoiate long-term contracts 27. According to the text, ___ inluence ___, which then inluence ___.  Values; aitudes; behaviors 28. What form of business defamaion arises when an unfair and untrue oral statement is made about a compeitor?  Business slander 29. Which of the following is most likely a danger of internet usage in sales?  Providing customers with informaion about compeitors  Changing informaion about products  Using extranets to place and monitor customer orders  Soring customer informaion with data mining  Sending inappropriate emails to customers or to each other 30. In strategic alliance sales, the customer’s primary focus is a trustworthy:  organizaion

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Module 2 Quiz

Course: Selling (MMT 1313)

5 Documents
Students shared 5 documents in this course

University: Itawamba Community College

Was this document helpful?
Module 2 Quiz
1. In consultative selling, the customer is seen as:
A person to be served
2. Achieving a marketplace advantage by teaming up with another company whose products or services fit
well with your own is referred to as a:
Strategic selling alliance
3. The ultimate goal of the “marketing concept” is:
Customer satisfaction
4. The process of building and maintaining strong customer relationships by providing customer value is
called:
Customer relationship management
5. A partnership is beneficial for both parties because the successive sales are:
Greater than the initial or repeat sales
6. Maintaining high ethical standards:
Can strengthen your relationship with a customer
7. Sales departments and marketing departments often compete for:
Financial resources and budget share
Product to give away
The biggest customers
Management’s favor
The largest number of employees in the company
8. Preparing objectives for the sales presentation and a plan to reach those objectives is the:
Presentation strategy
9. In a market characterized by vigorous competition, look-alike products and customer loyalty that depends
on quality relationships as well as quality products, the salesperson should fully utilize the:
Relationship strategy
10. The four broad strategic areas of the Strategic/Consultative Selling Model are:
In conflict with each other
Identical to each other
Independent of each other
Connected to each other
Not independent of each other
11. When a marketer decides to adopt partnering, emphasis will be placed on:
The customer
12. The customer strategy always takes into consideration:
What the customer needs
13. A well thought out plan for establishing, building, and maintaining quality relationships is a:
Relationship strategy
14. Customers want quality products and:
Quality relationships
15. The highest form of partnering is the:
Strategic selling alliance
16. In consultative sales, the customer’s primary focus is a trustworthy:
Salesperson
17. Reciprocity, as a corporate policy, is:
Occasionally a form of corporate blackmail
18. Which of the following is most useful in guiding a salesperson in ethical behavior?
Role model provided by sales manager
19. Which of the following is a general guideline that serves as a foundation for a personal code of business
ethics?

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