DeVry MKTG 425 Candle-Mix, a supply house for scented

Question

DeVry MKTG 425 Candle-Mix, a supply house for scented

Question # 00373200 Posted By: rey_writer Updated on: 08/29/2016 02:16 AM Due on: 08/29/2016

Subject Marketing Topic Marketing Tutorials:

Question

Candle-Mix, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, Kim, the owner of Candle-Mix, learns that the same candles that they sell are available from online retailers for at least 13% less. The firm will not be able to survive if customers continue purchasing from competing e-retailers. Candle-Mix maintains a storefront for selling candles but does not provide other services or products. What concerns should Kim have in regards to lowering prices to match the online retailers? (Points : 10)

she will sell out of her most popular candles
her high-quality candles may be seen as low-quality
customers will be buying from her day and night
she can expand into other countries
she will be too busy to spend time with family

Question 2.2.(TCO 3) Mondelez Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. Because cold calling does not immediately result in a high level of closed sales, some companies feel that it is worthless. However, when done correctly—by researching the prospect and keeping the call bright and focused—it can be a(n): (Points : 10)

tool for making a quick transactional sale
strategy for qualifying prospects with an elevator pitch
way to introduce the prospect to the sales representative
risk-free way to build rapport with a new prospect
method of closing sales that have been pending

Question 3.3.(TCO 3) Robert Caruthers has just been hired by Kipler Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Robert on procedures and customers in his territory for three weeks before he retires, and Robert knows this is a huge opportunity to learn about the prospect base. When Robert asks which CRM system the company uses, the older representative says, "Everyone else here uses some computer program called Salesforce, but I won't touch it. I know my customers like the back of my hand! I never needed to write anything down." Robert becomes concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. He talks to the sales manager, who tells him the representative's sales were decent, and all his invoices came in, so they left him alone and never forced him to use the CRM system. What will be the most likely outcome for Robert due to the retiring representative's lack of record-keeping? (Points : 10)

Robert's sales will track way behind those of the retiring representative, and he will be docked pay and denied promotions.
Since Robert is starting from almost scratch developing a prospect and customer base, he will lose some current customers because he does not know about them.
Robert will be unlikely to develop sales presentation skills because of the time required to track referrals.
Since Robert does not need any information from the retiring representative, he will conduct more cold calls and develop a larger base of qualified customers.
Robert will continue maintaining the retiring representative's accounts as usual without any changes in strategy or implementation.

Question 4.4.(TCO 4) George Kline is a sales representative for Southern-Swim, a swimming pool service and supply company. Southern-Swim sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Southern-Swim sells to both consumers and businesses. George has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. What should George most likely do when faced with such customers? (Points : 10)

Highlight product benefits more than product features.
Ask the customer questions to identify unspoken wants.
Focus on the purchase stage of the buying process.
Spend more time building rapport with the customer.
Rework the presentation script to focus more on emotion.

Question 5.5.(TCO 4) Chun Tai is a sales representative for Southern-Swim, a swimming pool service and supply company. Southern-Swim sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Southern-Swim sells to both consumers and businesses. Chun has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. Chun positions certain swimming pool accessories, such as slides and diving boards, to appeal to baby boomers with grandchildren. Which influence on buying decisions is most important in this situation? (Points : 10)

role
culture
social class
reference group
organizational culture

Question 6.6.(TCO 5) Women's swimwear designer Keli Muan'a designs high-end swimsuits. The suits are sassy in style, but fit a wide variety of body shapes and sizes, which is unusual in the high-end market. Sales director Debbie Clark sells the suits to boutiques at exclusive resorts and hotels. These boutiques usually carry other high-end swimsuit lines. Which of the following is a survey question Debbie could ask a boutique buyer? (Points : 10)

Can we arrange delivery for next Wednesday?
Are the limited sizes of the other swimsuits you carry affecting sales?
What are the most common swimsuit sizes sold to guests at the resort?
Is it correct that the swimsuit lines you currently stock do not appeal to older women?
What if we could give you a line to sell that is luxurious but also looks as good on older and bigger women as it does on smaller women?

Question 7.7.(TCO 5) Northern Fire Big Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by cities and counties to clear roads during snowstorms. Josh Andrews is the senior regional sales manager for New England. Josh goes into a meeting with the sanitation director of a large U.S. city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director. Which part of the need-satisfaction model is Josh performing when he explains to the sanitation director why the equipment he has selected will fulfill his needs? (Points : 10)

Part 1: Need Discovery
Part 2: Selecting a Solution
Part 3: Need Satisfaction
Part 4: Servicing the Sale
Part 5: Leveraging Referrals

Question 8.8.(TCO 6) GoodYear Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as tractor-trailers of various sizes and weight limits. Ron, a sales representative for GoodYear, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers. Ron realizes that the trucking company can purchase tires from other tire companies. With this in mind, he should most likely: (Points : 10)

promote GoodYear as the industry leader even if this is untrue
ignore the features and benefits of the lowest-priced competitor
point out quality problems with the firm's current tire provider
highlight the drop in prices of GoodYear tires in the last five years
focus on favorable differences between GoodYear tires and the next-best alternative

Question 9.9.(TCO 6) Jorge Ortez works at the MittleRx Cosmetic counter at a high-end department store. His job is to give prospects a facial and makeover using MittleRx products and then sell them the products he used. Jorge always says that he's "in the business of making women feel good about how they look." Which of the following should Jorge most likely focus on during his presentation? (Points : 10)

the sleek packaging of MittleRx products
the history of the MittleRx company
the brightening facial effects of the product on the prospect
the discounts the prospect can receive if purchase is made now
the toxin-free ingredients of MittleRx products

Question 10.10.(TCO 6) Jack Wilson is junior sales representative for a large equipment manufacturer. Kesha Waters, a senior sales representative, has requested that Jack help her to prepare a sales presentation for a new prospect. As Kesha and Josh begin to put together the actual presentation, what should they do first?(Points : 10)

Clarify the objectives for the presentation using their company's standard form.
Anticipate the prospect's needs based on the financial data gathered through public records.
Search the CRM system for information on purchase records of similarly-sized clients.
Find the correct format and graphics for the physical PowerPoint presentation.

1.(TCO 8) Eagle Enterprises is a design company that sells office equipment, layout and furnishing packages to builders and developers. Bo Hernandez is a trade sales representative with Eagle Enterprises. As a trade sales representative, he promotes the company and its products to brokers who have their sales representatives selling Eagle’s designs, equipment and furnishings to clients. A large part of Bo’s job involves attending industry trade shows and working at the Eagle Enterprises booth at the exhibit hall of the trade show. Although Bo lacks the stress of meeting a sales quota, he experiences stress related to scheduling. Which of the following would most likely relieve Bo's stress? (Points : 10)

reducing his territory from two to one
exercising and sleeping regularly
filing expense reports promptly
using a personal digital assistant
conducting fewer follow-up calls

Question 2.2.(TCO 8) Calico Computing is a firm that sells software integration and infrastructure packages to schools and universities. Georgia Redding is an inside sales representative with Calico Computing. As an inside sales representative, her sales presentations are made via webinar. She reaches clients and prospects by phone, email, and instant messaging, all from her home office. According to Georgia, the best thing about her job is having a fulfilling professional career but never having to commute to an office. An unfortunate by-product of working from home is that Georgia's work can blend into her personal space and time. In order to minimize stress, she should most likely: (Points : 10)

maintain a sales call report to ensure long-term job satisfaction
ignore minor and major problems to avoid being overwhelmed
hold a realistic outlook about task management duties
consider working fewer hours or accept a demotion

*d. establish strict working hours in a home office

Question 3.3.(TCO 7) Tommy DesDain is the sales representative for the Holiday Zoo. He sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. Tommy has just finished negotiating all the details of Carole Madison’s upcoming wedding reception and is preparing to close the sale. Carole is considerably interested in having her wedding at the zoo but seems to need help envisioning the process and benefits. Which of the following is a signal that Carole is ready to sign the contract to book the reception? (Points : 10)

She looks at her watch.
She checks her phone for messages.
She asks, "How much do I need to put down now to reserve the date?"
She asks, "Why don't you offer pre-set desserts?"
She says, "The country club offers a chocolate fountain at no extra cost."

Question 4.4.(TCO 7) Gina Robertson is a sales representative with Coast-to-Coast Trans, a company that provides full service chartered flights—airplanes, pilots, staff, and services—to client groups. She has just closed a large sale of several flights each week for four months to a service organization of college students. The students are sent on work service projects all across the United States. The first flights will begin one week after the closing date. After the first flight, Gina would most likely build a long-term relationship with the new client by:(Points : 10)

e-mailing a new flight schedule
sending an online customer service survey
calling the client to ensure satisfaction with the flight
requesting referrals from the client to engage in upselling
checking with the billing department to make sure the client was invoiced

Question 5.5.(TCO 7) Ana Lexington is the director of Membership Programs for the St. Louis Museum. She develops the programs and sells them to museum visitors. The programs are tiered and include discounts and special member-only deals. A member contacts Ana to complain about parking. Every time she brings her children to the museum, the members-only parking lot is full, and she is forced to park farther away in the general admission parking lot. When Ana receives such calls, she should most likely: (Points : 10)

refer the problem to the maintenance department
identify whether the complaint is real or perceived
allow customers to express their feelings
avoid explaining the cause of the problem
offer to cancel the membership

List all the features of the equipment they offer in a way that's easy for the prospect to read.

Rating:

4.9/5

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DeVry MKTG 425 Candle-Mix, a supply house for scented

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