Marketing Review- Unit 3- Ch. 12, 13, 14, and 15 Exam Questions and Complete Solutions Graded A+
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Course
SARAH MICHELLE
Institution
SARAH MICHELLE
Michelle received employee of the month for exceeding her sales _. - Answer: quota
How a B2B salesperson handles the preapproach of a sale depends mainly on the salesperson's _ with a customer. - Answer: prior relationship
The most basic of a product benefits is the product's intended ...
Marketing Review- Unit 3-
Ch. 12, 13, 14, and 15
Exam Questions and
Complete Solutions
Graded A+
Denning [Date] [Course title]
, Michelle received employee of the month for exceeding her sales _. - Answer: quota
How a B2B salesperson handles the preapproach of a sale depends mainly on the salesperson's _ with a
customer. - Answer: prior relationship
The most basic of a product benefits is the product's intended _. - Answer: purpose/use
Sarah's first car was a Volvo that she never had any issues with. When it came to buying her second and
third car, Sarah purchased another Volvo. When Sarah buys her fourth Volvo, Sarah is displaying a _
motive for her purchase. - Answer: rational
Ocean Pharmacy has been a small-town drug store for 43 years. The grandchildren of original customers
are now faithful, happy customers. It is clear that the pharmacy's owner knows that customer _ is part
of their success. - Answer: loyalty
In retail selling, vacuuming and dusting are part of the _ of the sale. - Answer: preapproach
On her 50th birthday, Mrs. London bought a jar of Young Again face cream because she wanted to
"recapture that youthful feeling" promised in the face cream advertisements. Mrs. London had a(n) _
motive for her purchase. - Answer: emotional
Last year, Jamie and Lydia started a public relations firm in the spare bedroom of Lydia's house. Now
they have so many clients they must find and rent office space, a task neither has ever done. Selecting
the space will require _ decision making - Answer: extensive
Jorge is a pharmaceutical salesperson for Benway Drug Company. Jorge travels to doctors' offices every
day to meet personally with the physicians. In doing so Jorge is looking for potential customers or _. -
Answer: prospects
When _ the product, a good salesperson will educate the customer - Answer: presenting
When a retail salesperson approaches a customer and asks are you looking for a children's jacket the
salesperson is using the _ approach method - Answer: service
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