4.01 SEM I Part B Question Preview (ID: 6371)


Types Of Selling. TEACHERS: click here for quick copy question ID numbers.

Which is an example of a rational buying motive?
a) A parent taking their five year old to the circus
b) A student camping out overnight for tickets to a Phish concert
c) Purchasing balcony tickets for a Broadway show instead of front row seats
d) Purchasing CDs from a specialty music store instead of through BMG mail order

An example of an emotional buying motive is a:
a) Budget-oriented parent buying the family pack of circus tickets
b) Student camping out overnight for tickets to a concert
c) Fan purchasing balcony tickets for a Broadway show instead of front row seats
d) Fan purchasing CDs from a specialty music store instead of through BMG mail order.

Ticket agents from the Panthers team call season ticket holders to sign up for the new VISA Panthers credit card. This is called:
a) advertising
b) direct mail
c) sponsorship
d) telemarketing

Cally purchases a New York Knicks jersey from Jim, a sales associate at the team store. This is an example of:
a) Business to business selling
b) Direct line selling.
c) On-line selling.
d) Personal selling

An example of a patronage motive is:
a) comfort
b) customer service
c) personal pride
d) prestige

A sales associate recommends purchasing exercise equipment that folds flat and easily stores under a bed. This is an example of:
a) Customer benefits.
b) Feature-benefit selling
c) Product features
d) Product selling

Alyssa purchases two tickets for her husband to attend the Annual Jazz Festival concert. In this example, Alyssa’s husband is the:
a) consumer
b) customer
c) Individual ticket holder
d) Season ticket holder.

The exchange of goods and services from the producer to the consumer is:
a) advertising
b) marketing
c) promotion
d) selling

Selling between a manufacturer and a re-seller is:
a) Business to business
b) Entertainment
c) Personal
d) Pro

Direct experience, written publications, other people, and formal training are sources of:
a) Cold canvassing.
b) Overcoming objections
c) Product information
d) Trade directories

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