MKT 360: FINAL EXAM REVIEW
27 Cards in this Set
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Which of the following best describes a key difference traditional sales tactics and trust based relationship selling methods today?
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D establishing trust is more important to trust baes relationship selling methods.
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Which of the following is nor recognized as a trust builder?
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a. power
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never late, always fllows through immediately. These behaviors help perceive Andrew as being____ dependable.
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Dependable
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By being up front w her customers about not knowing the answers, Susan builds trust because she is perceived as:
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Candid
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just because a person is dependable does not mean they are trust worthy
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t
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salespeople who while making sales presentations, cover both the pros and the cons their market offer are more likely than those who do not to be perceived as customer oriented.
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t
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in order for a salesperson to be customer oriented they must be motivated by their customers success
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t
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Which of the following is not one the most common areas of unethical behavior associated with salespeople?
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a. deceptive practices
b. illegal activities
c. non customer oriented behavior
D. POOR CUSTOMER SERVICE
e. all of the above
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which of the following most accurately reflects buyers information needs?
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Buyers are not interested in factual knowledge unless it relates to fulfilling their specific needs.
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A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ___ stage of buying process.
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Recognition of need
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Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?
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Present to the buyer a list of all of your offers benefits.
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A potential buyer will spend more time gathering information in which type of purchasing decision.
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New Tasks
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Which of the following is not a member of the buying center?
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agent
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A business organization wanting to increase it's interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore.
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Supply chain management
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RFP stands for ready for problems, and is a term used by salespeople when uncovering needs.
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T
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When making post purchase evaluations, most buyers take into consideration functional attributes and delighter attributes.
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F
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The most common type of buying decision for most purchasing agents is new task.
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T
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A sales person wishing to uncover more detailed information should use which of the following types of questions?
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Probing.
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A salesperson asking a buyer "how is your productivity affected when your copier is not functioning properly? is asking a ____ type of SPIN question
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Problem
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By demonstrating effective listening, a salesperson is abel to do which of the following?
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Help build the buyers trust.
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With respect to prospecting , which of the following statements is untrue?
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Typically, salespeople enjoy prospecting because they like the positive feedback.
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The strategic prospecting process is often viewed as a:
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Sales Funnel and Sales pipeline
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Which of the following sequencees related to prospecting is accurate?
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Generate leads, determine sales prospects, prioritize prospects, prepare for sales dialogue.
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Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?
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All of the above reflect why prospecting is important.
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Which of the following forms/sources of prospecting is probably least productive?
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Cold Canvassing
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Which of the following is untrue about written sales proposals
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They work well for canned sales presentations because they tell the salesperson exactly what to say.
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Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:
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All of the above
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MKT 360: FINAL EXAM REVIEW