MKT 315 Exam 1 Questions And Answers Graded A+ 2024.
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Course
MKT 315
Institution
MKT 315
MKT 315 Exam 1 Questions And Answers Graded A+ 2024.
T or F: Personal selling is the craft of persuading people to buy what they do not want and do not need for more than it is worth. - correct answer. false
T or F: Customers who use multiple channels or sources for gathering info...
MKT 315 Exam 1 Questions And Answers
Graded A+ 2024.
T or F: Personal selling is the craft of persuading people to buy what they do not want
and do not need for more than it is worth. - correct answer. false
T or F: Customers who use multiple channels or sources for gathering information are
referred to as "omnichannel buyers"
Correct! - correct answer. true
T or F: The goal of selling is merely to promote a product or service - correct answer.
false
T or F: The personal value equation of a buyer is the selling price minus the benefits
received - correct answer. false
T or F: In the context of communicating marketing messages to customers, firms have
more control when using unpaid methods of communication than when using paid
methods of communication - correct answer. false
T or F: Activities such as prospecting for new customers, making sales presentations,
demonstrating products, negotiating price and delivery terms, writing orders and
increasing sales to existing customers are part of a sales job. - correct answer. true
T or F: The phrase "customer-centric" means making the customer the center of
everything a salesperson does. - correct answer. true
T or F: A customer relationship management (CRM) system is a system that organizes
information about customers, their needs, company information, and sales history
Correct! - correct answer. true
T or F: A missionary salesperson's job is to approach distributors and encourage them
to sell the manufacturer's products - correct answer. false
, T or F: Companies exist for one reason--to manufacture or sell goods or services -
correct answer. true
T or F: Inside salespeople communicate with the customer face to face at the customers
location. - correct answer. false
T or F: Emotional intelligence is using one's emotions to interact effectively with a
customer - correct answer. true
T or F: Emotional intelligence requires empathy - correct answer. true
T or F: In selling it is using creativity to act impulsively - correct answer. false
what is the combined total of all future sales? - correct answer. customer lifetime
value
What is the purchase of the same product from the same vendor over time? - correct
answer. behavioral loyalty
What type of relationship reflects long-term market exchanges characterized by
behavioral loyalty? - correct answer. functional relationship
what type of partnership requires the partners to both make significant investments to
improve the profitability of both parties? - correct answer. strategic partnership
What type of partnership is where they trust each other and do not worry about the
details? - correct answer. relational partnership
what step in a relationship development involves generating orders, upgrading, full-line
and crossline sell. - correct answer. expansion
What is the degree to which salespeople put customer needs first? - correct answer.
customer orientation
In what partnership does the communication go through the salesperson? - correct
answer. relational partnership
what is the transaction between a buyer and a seller in which each party is concerned
only about it' own benefits? - correct answer. market exchange
What is the belief by one party that the other party will fulfill its obligations in a
relationship? - correct answer. trust
What are the principles governing the behavior of a person or group indicating what is
right or wrong? - correct answer. ethics
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