Kevin tells his wife, Karen, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Karen, a sales trainer for another firm, hands Kevin a book on: A)improving listening skills B)overcoming objections. C)prospect evaluation. D)product demonstrations. E)closing the sales encounter..

Kevin tells his wife, Karen, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Karen, a sales trainer for another firm, hands Kevin a book on: A)improving listening skills B)overcoming objections. C)prospect evaluation. D)product demonstrations. E)closing the sales encounter
by

1 Answer

Answer :

E)closing the sales encounter
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Related questions

As they walk to the car, Elaine tells her sales representative that they may need to modify the price structure they just presented to the prospect. Elaine bases her statement on the way the prospect folded his arms when he was quoted quoted prices on the new system. The sales representative he didn't notice that. Elaine recommends a book on __________ communication. A)tactile B)proxemic C)kinesic D)verbal E)signal

Description : As they walk to the car, Elaine tells her sales representative that they may need to modify the price structure they just presented to the prospect. Elaine bases her statement on the way the ... Elaine recommends a book on __________ communication. A)tactile B)proxemic C)kinesic D)verbal E)signal

Last Answer : C)kinesic

The final stage of the selling process is the A)closing. B)trial close. C)presentation. D)follow -up. E)overcoming of objections.

Description : The final stage of the selling process is the A)closing. B)trial close. C)presentation. D)follow-up. E)overcoming of objections.

Last Answer : D)follow-up

During her first call on Becker Industries, Rhonda is told by the senior purchasing agent that this firm, like most industrial buyers, has two major complaints with its suppliers. If Rhonda's firm is to get and keep Becker's business, it must pay particular attention to product quality and: A)low prices. B)stable prices. C)packaging problems. D)sales support. E)on -time delivery.

Description : During her first call on Becker Industries, Rhonda is told by the senior purchasing agent that this firm, like most industrial buyers, has two major complaints with its suppliers. If Rhonda's firm is to ... A)low prices. B)stable prices. C)packaging problems. D)sales support. E)on-time delivery.

Last Answer : E)on-time delivery.

The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport with the prospective customer is called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.

Description : The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport ... called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.

Last Answer : C)approach.

The first step in the selling process is A)preapproach. B)approaching the customer. C)making the presentation. D)overcoming objections. E)prospecting.

Description : The first step in the selling process is A)preapproach. B)approaching the customer. C)making the presentation. D)overcoming objections. E)prospecting.

Last Answer : E)prospecting.

7) DuPont implemented an expensive advertising campaign for Stainmaster carpet because the firm understood that if it could sell more carpeting the mills would buy more of its chemicals. DuPont demonstrated an understanding that for industrial firms demand is often A)proportional. B)downward sloping. C)inelastic. D)derived. E)seasonal.

Description : 7) DuPont implemented an expensive advertising campaign for Stainmaster carpet because the firm understood that if it could sell more carpeting the mills would buy more of its chemicals. DuPont demonstrated ... demand is often A)proportional. B)downward sloping. C)inelastic. D)derived. E)seasonal.

Last Answer : D)derived.

In its introduction of Stainmaster Carpets, Dupont used a pull policy. This approach necessitated heavy expenditure for which one of the following promotional mix elements? A)Advertising B)Publicity C)Personal selling D)Distribution E)Sales promotion

Description : In its introduction of Stainmaster Carpets, Dupont used a pull policy. This approach necessitated heavy expenditure for which one of the following promotional mix elements? A)Advertising B)Publicity C)Personal selling D)Distribution E)Sales promotion

Last Answer : A)Advertising

Anna Wren, sales manager for Nordic Lumber, tells the firm's inventory manager that failure to have adequate supplies of pressure -treated lumber on hand has cost the firm £175,000 in lost sales. This figure would be used as a component management figures? A)Carrying costs B)Replenishment costs C)Stockout costs D)Safety stock costs E)Reorder costs

Description : Anna Wren, sales manager for Nordic Lumber, tells the firm's inventory manager that failure to have adequate supplies of pressure -treated lumber on hand has cost the firm £175,000 in lost ... figures? A)Carrying costs B)Replenishment costs C)Stockout costs D)Safety stock costs E)Reorder costs

Last Answer : C)Stockout costs

When DuPont develops new carpets that are highly stain resistant and durable, it must educate consumers about the product's benefits. This calls for activity in which of the following marketing mix variables? A)Price B)Promotion C)Distribution D)Product E)Packaging

Description : When DuPont develops new carpets that are highly stain resistant and durable, it must educate consumers about the product's benefits. This calls for activity in which of the following marketing mix variables? A)Price B)Promotion C)Distribution D)Product E)Packaging

Last Answer : B)Promotion

After purchasing a new Micra, George sees a Fiesta pass him on the street and begins to wonder if he made the right choice. George is affected by A)problem recognition B)cognitive dissonance C)internal search D)alternative evaluation E)framing

Description : After purchasing a new Micra, George sees a Fiesta pass him on the street and begins to wonder if he made the right choice. George is affected by A)problem recognition B)cognitive dissonance C)internal search D)alternative evaluation E)framing

Last Answer : B)cognitive dissonance

Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion

Description : Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion

Last Answer : D)personal selling

Shortly after purchasing a product, the postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is best defined as A)the congruence between external and internal searches for product information. B)satisfaction with the purchase. C)the establishment of criteria for comparing products. D)doubts that occur because the buyer questions whether the decision to purchase the product was right.

Description : Shortly after purchasing a product, the postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is best defined as A)the congruence between external and internal searches for ... occur because the buyer questions whether the decision to purchase the product was right.

Last Answer : D)doubts that occur because the buyer questions whether the decision to purchase the product was right.

The channel that includes both a manufacturers' agent and an industrial distributor may be appropriate under which of the following circumstances? A)When the firm wants specialised personnel to follow up the work of the sales force B)When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force C)When only one or two channels of distribution are available for products D)When the sales force is large and the marketer is thinking of cutting it down E)When customers are highly concentrated in one geographic area

Description : The channel that includes both a manufacturers' agent and an industrial distributor may be appropriate under which of the following circumstances? A)When the firm wants specialised personnel to follow ... is thinking of cutting it down E)When customers are highly concentrated in one geographic area

Last Answer : B)When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force

Bruce walks around behind purchasing agent Shannon Wise as she looks at the pamphlet describing Hyster's new conveyer system. Shannon stands up and walks to a table on the other side of her office. Bruce follows but he does not understand the __________ communication Shannon is sending. A)tactile B)proxemic C)kinesic D)verbal E)promotional

Description : Bruce walks around behind purchasing agent Shannon Wise as she looks at the pamphlet describing Hyster's new conveyer system. Shannon stands up and walks to a table on the other side of ... the __________ communication Shannon is sending. A)tactile B)proxemic C)kinesic D)verbal E)promotional

Last Answer : B)proxemic

Jose Suarez has been promoted to sales manager at a new firm and is trying to come up with a sales -force compensation method. He would like to have selling expenses relate directly to sales resources, a highly aggressive sales force, and minimization of nonselling tasks. What compensation method(s) would best fulfill his requirements? A)Combination B)Straight salary C)Straight salary plus generous fringe benefits D)Straight commission E)Salary plus a bonus

Description : Jose Suarez has been promoted to sales manager at a new firm and is trying to come up with a sales -force compensation method. He would like to have selling expenses relate directly to ... B)Straight salary C)Straight salary plus generous fringe benefits D)Straight commission E)Salary plus a bonus

Last Answer : D)Straight commission

As Don Bush prepares a market attractiveness -business position model for his firm, he comes to the point of assessing the business position of the firm's line of jet skis. Which one of the following would be an input with regard to business position? A)Seasonality B)Relative market share C)Industry sales D)Market growth

Description : As Don Bush prepares a market attractiveness -business position model for his firm, he comes to the point of assessing the business position of the firm's line of jet skis. Which one of ... with regard to business position? A)Seasonality B)Relative market share C)Industry sales D)Market growth

Last Answer : B)Relative market share

Sometimes resellers are offered a temporary price reduction for purchasing specified quantities of a product. Such offers are used to provide them with an incentive to handle a new product, to achieve a temporary price reduction, or to stimulate the purchase of an item in quantities that are considered larger than those usually purchased. What is this sales promotion? A)Push money B)Buy -back allowance C)Buying allowance D)Money -off offer

Description : Sometimes resellers are offered a temporary price reduction for purchasing specified quantities of a product. Such offers are used to provide them with an incentive to handle a new product, to achieve a ... sales promotion? A)Push money B)Buy -back allowance C)Buying allowance D)Money -off offer

Last Answer : C)Buying allowance

Ken Adams tells the loan officer at Allied Irish Bank that Cork really needs a shop that offers high -quality fishing gear to sports enthusiasts and provides the service and advice that so many people need. No other shop in the area seems to provide this combination. Ken is trying to use ------ to support his request for a loan to start such a retail operation. A)product assortment B)location analysis C)product mix depth D)retail positioning

Description : Ken Adams tells the loan officer at Allied Irish Bank that Cork really needs a shop that offers high -quality fishing gear to sports enthusiasts and provides the service and advice that so ... such a retail operation. A)product assortment B)location analysis C)product mix depth D)retail positioning

Last Answer : D)retail positioning

The first step in the selling process is 1. preapproach 2. approaching the customer 3. making the presentation 4. overcoming objections 5. prospecting

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Last Answer : prospecting

A firm establishes which of the following pricing objectives to maintain or increase its product's sales in relation to total industry sales? A)Cash flow B)Sales potential C)Product quality D)Market share E)Status quo

Description : A firm establishes which of the following pricing objectives to maintain or increase its product's sales in relation to total industry sales? A)Cash flow B)Sales potential C)Product quality D)Market share E)Status quo

Last Answer : D)Market share

If the aim of the promotion to introduce a new consumer product is to achieve high awareness levels, the firm will most likely make heavy use of _______ in the promotional mix. A)advertising. B)sales promotion. C)personal selling. D)publicity. E)public relations.

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Last Answer : A)advertising.

f Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is attempting to stimulate which of the following? A)Information Search B)Evoked set formation C)Evaluation of alternatives D)Problem recognition

Description : f Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is attempting to stimulate which of the following? A)Information Search B)Evoked set formation C)Evaluation of alternatives D)Problem recognition

Last Answer : D)Problem recognition

The _____ stage of the product life cycle, generates most sales revenue for the firm. A)introduction B)growth C)maturity D)decline

Description : The _____ stage of the product life cycle, generates most sales revenue for the firm. A)introduction B)growth C)maturity D)decline

Last Answer : C)maturity

A sales representative from a software company shows an accounting firm that a new software package can perform bookkeeping tasks that the firm's present package cannot. The accounting firm is most likely in which stage of the organisational buying decision process? A)problem recognition B)product specification C)product supplier search D)product selection

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Last Answer : A)problem recognition

Director of marketing Helen Simms tells her new marketing assistant that like most industrial firms, Juniper Joists relies heavily on personal selling to promote its products. When asked what is next in importance, Helen replies A)trade shows. B)print media. C)broadcast media. D)publicity. E)sales displays.

Description : Director of marketing Helen Simms tells her new marketing assistant that like most industrial firms, Juniper Joists relies heavily on personal selling to promote its products. When asked what is next in importance ... A)trade shows. B)print media. C)broadcast media. D)publicity. E)sales displays.

Last Answer : A)trade shows.

As Bob runs out of shaving cream, he tries to remember what he did the last time this happened. He is engaging in: A)external search B)evoked set development C)internal search D)cognitive dissonance E)alternative evaluation

Description : As Bob runs out of shaving cream, he tries to remember what he did the last time this happened. He is engaging in: A)external search B)evoked set development C)internal search D)cognitive dissonance E)alternative evaluation

Last Answer : C)internal search

Albert notices a new hospital being built as he is making his sales rounds. He returns to his office to see who will be responsible for this site, as he is allowed to call only on banks in his territory. Apparently the sales force of which Albert is a member is organised by A)function. B)salesperson. C)customer type. D)speciality. E)production.

Description : Albert notices a new hospital being built as he is making his sales rounds. He returns to his office to see who will be responsible for this site, as he is allowed to call only on banks in his ... is a member is organised by A)function. B)salesperson. C)customer type. D)speciality. E)production.

Last Answer : C)customer type.

Most organisational purchase decisions are made by A)one person. B)a team of purchasing agents. C)a firm's buying centre. D)inventory control personnel. E)the sales force.

Description : Most organisational purchase decisions are made by A)one person. B)a team of purchasing agents. C)a firm's buying centre. D)inventory control personnel. E)the sales force.

Last Answer : C)a firm's buying centre.

Roger McKinney complains to his advertising director that the continuing slump in orders has apparently been perpetuated by the firm's failure to have the necessary advertising expenditures in key media. Based on this information, the firm is MOST likely using the __________ approach to determine its advertising appropriation. A)percent -of-sales B)objective -and -task C)competition -matching D)arbitrary

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Last Answer : A)percent -of-sales

An individual who considers whether the product will meet certain criteria that are critical for meeting his or her needs is in what stage of the product adoption process? A)Interest stage B)Awareness stage C)Evaluation stage D)Trial stage E)Adoption stage

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Last Answer : C)Evaluation stage

Kevin notices that when Alice weighs tomatoes at the checkout counter , she regularly leans on the scale. Kevin's consideration about reporting this practice to top management involves ethical decisions with regard to: A)organisational relationships. B)opportunity. C)product issues. D)promotion issues.

Description : Kevin notices that when Alice weighs tomatoes at the checkout counter , she regularly leans on the scale. Kevin's consideration about reporting this practice to top management involves ethical ... regard to: A)organisational relationships. B)opportunity. C)product issues. D)promotion issues.

Last Answer : A)organisational relationships.

Don Evers tells his media buyer that due to the complexity of the firm's laser cutters he wants to focus exclusively on which one of the following media types? A)Radio B)Television C)Outdoor D)Broadcast E)Print

Description : DDon Evers tells his media buyer that due to the complexity of the firm's laser cutters he wants to focus exclusively on which one of the following media types? A)Radio B)Television C)Outdoor D)Broadcast E)Print

Last Answer : E)Print

Morris Business Products Co. has established a monthly sales quota of £150,000. This is: A)a marketing control standard. B)an evaluation standard. C)sales analysis. D)performance standard.

Description : Morris Business Products Co. has established a monthly sales quota of £150,000. This is: A)a marketing control standard. B)an evaluation standard. C)sales analysis. D)performance standard.

Last Answer : D)performance standard.

Air-Vac Cleaning systems rents a stand in a shopping centre. Passers by are asked to register for a draw for a free ventilation evaluation. This contest is part of Air -Vac's: A)sales promotion efforts. B)advertising campaign. C)personal selling programme. D)corporate publicity

Description : Air-Vac Cleaning systems rents a stand in a shopping centre. Passers by are asked to register for a draw for a free ventilation evaluation. This contest is part of Air -Vac's: A)sales promotion efforts. B)advertising campaign. C)personal selling programme. D)corporate publicity

Last Answer : A)sales promotion efforts

Before hosting a dinner party, Mike notices that he does not have enough dishes and decides to look for another set. Mike has just gone through which stage of the consumer decision-making process? A)Problem recognition B)Information search C)Evaluation of alternatives D)Evoked set formation

Description : Before hosting a dinner party, Mike notices that he does not have enough dishes and decides to look for another set. Mike has just gone through which stage of the consumer decision-making process? A)Problem recognition B)Information search C)Evaluation of alternatives D)Evoked set formation

Last Answer : A)Problem recognition

------ pricing is possible when a firm is able to reduce its manufacturing costs at a predictable rate through improved methods, materials, skills, and machinery. A)experience -curve B)price leader C)manufacturing based D)production -curve

Description : ------ pricing is possible when a firm is able to reduce its manufacturing costs at a predictable rate through improved methods, materials, skills, and machinery. A)experience-curve B)price leader C)manufacturing based D)production-curve

Last Answer : A)experience-curve

he marketing mixes of organisations that market services include product, price, promotion, place and: A)Packaging B)Premiums C)People D)Purchasing

Description : he marketing mixes of organisations that market services include product, price, promotion, place and: A)Packaging B)Premiums C)People D)Purchasing

Last Answer : C)People

What is the worst encounter with a Karen you have witnessed?

Description : What is the worst encounter with a Karen you have witnessed?

Last Answer : Going to bed next to her daily.

Sally McRae is to establish her own fashion wholesaling firm. Because of the risks involved in the rapid obsolescence of high -fashion items, she does not want to establish an organisation in which she has title to the garments. She has ruled out which of the following types of wholesale establishments? A)Merchant wholesaler B)Agent C)Broker D)Functional middleman

Description : Sally McRae is to establish her own fashion wholesaling firm. Because of the risks involved in the rapid obsolescence of high -fashion items, she does not want to establish an ... the following types of wholesale establishments? A)Merchant wholesaler B)Agent C)Broker D)Functional middleman

Last Answer : A)Merchant wholesaler

A Bank airs a series of radio ads that claim "We are the listening bank." This campaign would be best described as __________ advertising. A)pioneer B)target C)product D)institutional E)comparative

Description : A Bank airs a series of radio ads that claim "We are the listening bank." This campaign would be best described as __________ advertising. A)pioneer B)target C)product D)institutional E)comparative

Last Answer : D)institutional

Based on what he has heard regarding the profitability of such items, Fred Goldstein is considering adding a fresh shellfish case in his grocery store. Fred knows very little about this product or the concerns of shoppers who buy shellfish. He is looking for help in display set -up and merchandising ideas. He should contact which one of the following types of wholesalers? A)Limited -line B)Specialty -line C)General merchandise D)Rack jobber E)Limited -service merchant

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Last Answer : B)Specialty -line C)General merchandise

Montgomery Transport, a freight carrier, serves as __________ in the marketing channels in which it participates. A)a drop shipper B)a rack jobber C)a sales office D)an agent E)a facilitating agency

Description : Montgomery Transport, a freight carrier, serves as __________ in the marketing channels in which it participates. A)a drop shipper B)a rack jobber C)a sales office D)an agent E)a facilitating agency

Last Answer : E)a facilitating agency

A manufacturer -owned middleman that sells products and provides support services for the manufacturer's sales force is called a sales A)branch. B)office. C)manager. D)broker. E)agent.

Description : A manufacturer -owned middleman that sells products and provides support services for the manufacturer's sales force is called a sales A)branch. B)office. C)manager. D)broker. E)agent.

Last Answer : A)branch

When a toy manufacturer advertises a product on Saturday -morning television and tells children to ask for the product at their favourite toy shops, it is implementing a ________ policy in its promotion mix. A)differentiated B)penetration C)push D)pull E)concentrated

Description : When a toy manufacturer advertises a product on Saturday -morning television and tells children to ask for the product at their favourite toy shops, it is implementing a ________ policy in its promotion mix. A)differentiated B)penetration C)push D)pull E)concentrated

Last Answer : D)pull

9) American Express implements a programme of calling its current cardholders to find out what, if any, changes they would like to see in the services provided. The firm is exhibiting characteristics associated with which of the following A)production B)sales C)marketing D)social

Description : 9) American Express implements a programme of calling its current cardholders to find out what, if any, changes they would like to see in the services provided. The firm is exhibiting characteristics associated with which of the following A)production B)sales C)marketing D)social

Last Answer : C)marketing

When Jif mailed out free four -ounce samples of its new lemon juice product it was focusing on moving prospective customers into the __________ stage of the product adoption process. A)awareness B)interest C)evaluation D)trial E)adoption

Description : When Jif mailed out free four -ounce samples of its new lemon juice product it was focusing on moving prospective customers into the __________ stage of the product adoption process. A)awareness B)interest C)evaluation D)trial E)adoption

Last Answer : D)trial

Baxters purchases information regarding soup sales from a firm that tracks the information for a fee, it is using: A)syndicated data services B)primary data generation C)field experiments D)laboratory experiments

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Last Answer : A)syndicated data services

As Topnotch Supply's sales force continues to expand, the firm plans to add a fleet of company cars to its sales compensation package. For Topnotch, this would represent a _______ purchase. A)new-task B)modified rebuy C)straight rebuy D)repetitive

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Last Answer : A)new-task

Boldnew, the maker of a highly innovative light bulb, finds that it has excess stocks. The firm increases its advertising budget by 50 per cent and doubles its sales staff. This company is operating as if it were operating which of the A)production B)sales C)marketing D)social

Description : Boldnew, the maker of a highly innovative light bulb, finds that it has excess stocks. The firm increases its advertising budget by 50 per cent and doubles its sales staff. This company is operating as if it were operating which of the A)production B)sales C)marketing D)social

Last Answer : B)sales