In which of the following steps of the selling process does a salesperson make sure that
there is proper installation and support after a buyer receives the initial order?
A) closing
B) follow-up
C) handling objections
D) presentation
E) prospecting
________ might appear anywhere on an Internet user’s screen when a user is browsing
through an article and are often related to the information being viewed.
A) Viral advertisements
B) Social media sites
C) Online display ads
D) Digital catalogs
E) Printed catalogs
The concept of shared value focuses on ________.
A) creating economic value in a way that also creates value for society
B) maximizing profits to satisfy shareholders
C) creating sales transactions instead of long-term customer relationships
D) building strategic supplier partnerships to create more value for investors
E) providing more financial incentives to sales team members
Venture Zone, a hiking and climbing equipment retailer, has a rock climbing wall inside
the store so that consumers can test products prior to purchase. Venture Zone most
likely differentiates itself from its competitors through ________.
A) everyday low pricing
B) predatory pricing
C) self-service retailing
D) experiential retailing
E) franchising
Which wholesaler channel function is demonstrated when a wholesaler’s sales force
helps a manufacturer reach many small customers at a low cost?
A) bulk breaking
B) selling and promoting
C) buying and assortment building
D) warehousing
E) risk bearing
Some companies intentionally manufacture their products with materials or components
that will break, wear, rust, or rot sooner than they should. This practice is called
________.
A) perceived obsolescence
B) redlining
C) planned obsolescence
D) puffery
E) reverse redlining
A firm has a huge amount of individual customer data saved in different databases.
Which of the following can be used to integrate, analyze, and apply the available
information effectively?
A) online market research tools
B) integrated marketing systems
C) CRM systems
D) internal survey methods
E) quality assurance tools
The difference between an inside sales force and an outside sales force is that an outside
sales force ________.
A) acquires more decision-maker contacts each day
B) consists mostly of telemarketers and Internet sellers
C) conducts business from headquarters via telephone
D) spends less money to reach and support customers
E) travels frequently to call on customers in the field
According to the text, today’s large and progressive wholesalers have successfully
reacted to rising costs by ________.
A) relocating to low-rent, low-tax areas
B) investing in information technology systems
C) eliminating the need for brokers and agents
D) increasing customer service responsibilities
E) reducing promotional and personal selling activities
Suppliers and resellers can update their accounts, arrange purchases, and check orders
against inventories through ________.
A) a company’s extranet
B) a company’s intranet
C) marketing intelligence
D) electronic mail
E) search engines
Bill thought he had received the best deal on his new car. Shortly after the purchase,
Bill started to notice certain disadvantages of his new car as he learned more about
other cars available in the same price range. Bill is in which of the following stages of
the buyer decision process?
A) purchase decision
B) need recognition
C) postpurchase behavior
D) information search
E) alternate evaluation
Which of the following is a type of identity theft that uses deceptive e-mails and
fraudulent Web sites to fool consumers into revealing their personal data?
A) cold calling
B) crowdcasting
C) viral marketing
D) phishing
E) crowdsourcing
When the size, purchasing power, and profiles of a market segment can be determined,
the market segment is said to be ________.
A) measurable
B) accessible
C) substantial
D) actionable
E) observable
When sellers pay less attention to the specific products they offer and more attention to
the benefits and experiences produced by these products, they suffer from marketing
myopia.
Which of the following is most likely a consequence of the Great Recession of 2008 to
2009?
A) more free-spending on expensive products
B) more demand for credit and debit cards
C) more sensible and mindful consumption
D) less interest in frugality and value
E) less emphasis on sustainable marketing