SPM 215 Exam #1 Meluni Questions with Correct Answers
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Course
Psych 3300
Institution
Psych 3300
Personal selling Correct Answer-a person-to-person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual long-term benefit of both parties
Setting expectations Correct Answer-the best way to begin a relationship is for each party to be aware of what t...
SPM 215 Exam #1 Meluni Questions with Correct
Answers
Personal selling Correct Answer-a person-to-person business activity in
which a salesperson uncovers and satisfies the needs of a buyer to the
mutual long-term benefit of both parties
Setting expectations Correct Answer-the best way to begin a relationship
is for each party to be aware of what the other expects. To a large
degree, customers base their expectations on sales presentations
Handling the customer Correct Answer-the first follow-up a salesperson
should perform after the sale is to call to say THANK YOU and to check
to see that the product is working appropriately
Upselling Correct Answer-convincing the customer to use a higher
quality product or a newer product, which inevitably will cost the
customer more all while generating additional revenue
Behavioral loyalty Correct Answer-this is purchasing the same product
from the same vendor time after time
Attitudinal loyalty Correct Answer-an emotional attachment to a brand,
company or salesperson
, Strategic partnerships Correct Answer-long-term business relationships
in which the partner organizations make significant investments to
improve the profitability of both parties
Product line Correct Answer-a group of related products manufactured
by a single company
Ethics Correct Answer-the principles governing the behavior of an
individual or a group, what is right and wrong
Legal issues Correct Answer-by engaging in illegal activities,
salespeople expose themselves and their firms to costly legal fees and
millions of dollars in fines
Competition Correct Answer-making false claims about competitors'
products or sabotaging their efforts is clearly unethical and often illegal
Agent Correct Answer-a person who acts in the place of his or her
company
Offer Correct Answer-specifically states what the seller promises to
deliver and what it expects from the buyer in specific terms
Contract to sell Correct Answer-any time a salesperson makes an offer
and receives an unqualified acceptance, a contract exists
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