NEW Marketing 2.01: Question Preview (ID: 20958)


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George sold Sandy a new living room set. What should George do as an effective follow-up to provide good service and develop a strong relationship with her?
a) Calling to make sure the products are satisfactory
b) Asking for referrals
c) Explaining the company's business plan
d) Sending articles about local competitors

Joe is a salesperson who will sometimes forgo a sale in order to satisfy a customer's needs. Carol always attempts to close a sale at all costs. Who is likely to be the more successful salesperson?
a) Joe because he is a nice person
b) Joe because he will get more repeat business
c) Carol because Joe is too timid to close a sale
d) Carol because she will make more sales

What does a salesperson need to do to be successful in selling?
a) Always attempt to sell related merchandise
b) Ask management to limit the number of brands
c) Learn the features unique to the brands s/he sells
d) Describe the disadvantages of competing brands

Which is a pre-sale opportunity for salespeople to provide customer service?
a) Providing ample product information
b) Shipping and delivery
c) Maintenance and repair
d) Technical assistance and support

What can salespeople do to maintain good relationships with existing customers?
a) Ask for new referrals
b) Live up to their promises
c) Use customers in advertisements
d) Send customers expensive gifts

What is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?
a) Asking for referrals.
b) Explaining the company's business plan
c) Calling to make sure the products are satisfactory
d) Sending articles about local competitors

Through sales, products are transferred to consumers who can then use them. This is an example of what role of selling?
a) Increasing product variety
b) Promoting competition
c) Affecting employment
d) Adding utility

Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from
a) quick profits
b) increased returns
c) added utility
d) repeat business

Matching the characteristics of a product to a customer's needs and wants is
a) product features
b) feature-benefit selling
c) rational motive
d) emotional motive

The basic, physical, or extended attributes of the product or purchase is
a) product features
b) feature-benefit selling
c) rational motive
d) emotional motive

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