Relationship Marketing: Where Personal Selling Fits

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

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Question 1

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The purpose of business is to increase the general well-being of humankind through the sale of goods and services.

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Question 2

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Before the Great Depression,few firms had either sales or marketing departments.

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Question 3

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A transaction is a trade of values between two parties.

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Question 4

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Soon after World War II,most firms focused on training salespeople in effective selling techniques and developing products to meet the needs of customers.

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Question 5

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One of the fundamental beliefs of the marketing concept is that all company planning and operations should be customer oriented.

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Question 6

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The difference between the selling and marketing concepts is that in selling the emphasis is on customers' wants.

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Question 7

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A company practicing the marketing concept bends consumer demand to fit the company's supply.

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Question 8

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Marketing helps generate sales by providing the quality of service customers expect.

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Question 9

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A firm's marketing mix consists of product,price,place,and performance.

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Question 10

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The typical salesperson sells either goods or services,but not both.

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Question 11

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A "product" is a bundle of tangible attributes,while intangible attributes are called a "service."

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Question 12

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There are two types of products: consumer and industrial.

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Question 13

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The corporate marketing department determines each product's initial price.

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Question 14

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"Household" refers to a decision-making unit buying for personal use.

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Question 15

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"Government" is an organization that supplies goods and services to households and firms.

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Question 16

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Wholesalers are in the distribution channels exclusively for industrial products,whereas retailers deal with consumer products.

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Question 17

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The promotional element of the marketing mix is designed to increase company sales by communicating product information to potential customers.

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Question 18

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Firms typically spend more money on advertising and promotion than on the sales force.

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Question 19

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The trend in relationship marketing today is away from creating customers for tomorrow to selling well to customers today.

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Question 20

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Relationship marketing is based on an idea that important customers need continuous attention.

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