OPEN 1. UIZ: Cha tor-2 1 mark p_er Question. Total 20 Marks The belief that a rm should dedicate all of its policies, planning, and operation to create customer satisfaction is called: A) marketing concept. B) market orientation. C) target marketing. D) customer orientation. E) production concept. Eric Villa obtained a license to sell real estate and then accepted a sales position with a leading real estate agency. To prepare for this new position, he purchased and read a research report entitled Buying Habits of Today's Home Buyer. Mr. Villa is attempting to develop a: A) relationship strategy. B) customer strategy. C) presentation strategy. D) product strategy. E) promotion strategy. is a well-thoughtout plan for establishing, building, and maintaining quality relationships. A) relationship strategy B) customer strategy C) presentation strategy D) product strategy E) promotion strategy In which of the following strategies is it of particular importance for the salesperson to maintain high ethical standards? A) presentation strategy B) customer strategy C) relationship strategy D) product strategy E) promotion strategy In the Strategic Selling Model, the prescription to adopt a Win-win philosophy is associated with which of the following strategic steps? A) Develop a personal selling philosophy. B) Develop a relationship strategy. C) Develop a product strategy. D) Develop a customer strategy. E) Develop a presentation strategy. 6. In the Strategic Selling Model, the prescription to become a product expert is associated with which of the following strategic steps? A) Develop a personal selling philosophy. B) Develop a relationship strategy. C) Develop a product strategy. D) Develop a customer strategy. E) Develop a presentation strategy. 7. In the Strategic Selling Model, the prescription to provide outstanding service is associated with which of the following strategic steps? A) Develop a personal selling philosophy. B) Develop a relationship strategy. C) Develop a product strategy. D) Develop a customer strategy. E) Develop a presentation strategy. 8. Across all businesses, more money is spent on than on any other form of marketing communication. A) personal selling B) public relations C) direct mail D) sales promotion E) advertising 9. In a market characterized by vigorous competition, look-alike products, and customer loyalty that depends on quality relationships, the salesperson should fully utilize the: A) customer strategy. B) presentation strategy. C) product strategy. D) relationship strategy. E) guerrilla strategy. 10. Promotion includes the following forms: A) sales promotion, public relations, personal selling, advertising. B) market research, personnel, product publicity. C) product research, product design, product production, product publicity. D) public relations, place, personal selling, personnel. E) sales promotion, personnel, public relations, and product research. 11. Which of the following statements reects the application of the marketing concept? A) We shall select the conguration option with the lowest cost. B) We shall not waste time and money on canvassing prospective buyers for their reactions to new product ideas. C) We shall examine our points of distribution to see if we are reaching the market eectively is a waste of our resources as it will not increase sales. 11. Which of the following statements reects the application of the marketing concept? A) We shall select the conguration option with the lowest cost. B) We shall not waste time and money on canvassing prospective buyers for their reactions to new product ideas. C) We shall examine our points of distribution to see if we are reaching the market effectively is a waste of our resources as it will not increase sales. PROTI' SHAW COLLEGE PAGE 2 OF 4 0521\\OPEN QUIZ-2iBUSINESS OPEN QUIZ 2 i MK121 SA LES STRATEGIES 2021 ! TO TEACH TO GUIDE TO LEARN I D) We shall conduct some research to see which color options the consumer prefers. E) We shall speed up production and get these products out to our consumers faster by eliminating the eld test. 12. A major feature of consultative selling is: A) ensuring increased sales in the short run. B) selling your product or service. C) helping your employer earn a prot. D) emphasizing information giving and negotiation rather than manipulation. E) inuencing the prospect's thought process so he or she will want to buy your product or service. 13. The consultative salesperson: A) is much like the peddler of an earlier era. B) tries to overpower the customer. C) uses high-pressure sales presentations. D) uses two-way connnunication to identify buyer\" s needs. E) never asks the customer mg listens intently to What the customer is saying 14. Tactics are: A) things that salespeople do as the result of pre-call planning to ensure that they call on the right people, at the right time. B) techniques, practices, or methods you use when you are face-toface with a customer. C) high-pressure sales presentations. D) the processes that mamhes the rm's resources to its market opportunities. E) carefully conceived plans needed to accomplish a sales objective. 15. What are the four broad strategic areas of the Strategichonsultative-Style Selling Model? A) relationship strategy, customer strategy, company strategy, and credit strategy B) relationship strategy, company strategy, product strategy, and presentation strategy C) relationship strategy, company strategy, customer strategy, and service strategy D) relationship strategy, product strategy, customer strategy, and presentation strategy E) relationship strategy, company strategy, product strategy, and service strategy 16. All of the following are included in a presentation strategy, except: A) preparing the sales presentation objectives. B) preparing a presentation plan that is needed to meet these objectives. C) renewing one's commitment to provide outstanding customer service. D) maximum responsiveness to the customer's needs. E) developing one or more objectives for each sales call. 'nPRO'I'I' SHAW COLLEGE PAGE 3 OF 4 0521\\0PEN OUIZ2\\BUSINESS 17. The goal of the strategic selling alliance is to: A) differentiate your organization from the competition. B) realign organizational objectives with that of a successful benchmark C) renew commitment to outstanding customer service by alienating another successful service provider. D) retaliate against competitive threats. E) achieve a marketplace advantage by teaming up with another company whose products or services t well with your own. 18. Sharon Pearce is a sales representative employed by a leading producer of pharmaceuticals used in veterinary medicine. Recently, she attended a seminar sponsored by a local university that focused on new research ndings in selected areas of veterinary medicine. Ms. Pearce is attempting to develop a: A) product strategy. B) company strategy. C) relationship strategy. D) presentation strategy. E) customer strategy. 19. When Henri Bouchard was rst hired by the Mill-L Corporation as a sales representative in 1972, the company indicated that it was moving towards the marketing concept. Henri understood this to mean that Mill; Corporation: A) made mid-priced products and marketed them to end consumers. B) was producing high quality brochures assisting its sales force in marketing their products. C) was starting to focus in on what its customers were looking for in its products. D) that as a sales rep, he could do whatever was necessary to get a customer to buy his products. E) was improving production methods to improve its ability to market its products. 20. Personal selling has evolved through three distinct developmental periods. Which is the correct chronological order? A) Partnering era, strategic selling era, and consultative selling era B) Relationship selling era, consultative selling era, and strategic selling era C) Strategic selling era, consultative selling era, and partnering era D) Consultative selling era, partnering era, and strategic selling era E) Consultative selling era, strategic selling era, and partnering era