Devry MKTG420 WEEK 2 QUIZ

(TCO 1) _________ is typically designed to "Pull" merchandise through the channel, whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.

Sales promotion, advertising

Price, personal selling

Advertising, sales promotion

Personal selling, sales promotion

Advertising, personal selling

: Chapter 1, Page 3

Comments:

Question 2. Question :

(TCO 1) Which of the following is a simple overview of different selling methods?

Stimulus response

Mental states

Need-satisfaction

Problem solving

All of the above

: Week 1 Lecture

Comments:

Question 3. Question :

(TCO 1) The integration of communications technology in sales, is more commonly known as which of the following?

Integrated marketing communications

Salesforce automation

Intranet communication

Extranet communication

None of the above

: Chapter 1, Page 21

Comments:

Question 4. Question :

(TCO 2) Compared to other promotional tools, the most important advantage(s) of personal selling is(are) which of the following?

Locating prospects

Gaining customer commitment

Creating customer value

Both b and c

All of the above

: Chapter 1, Page 3

Comments:

Question 5. Question :

(TCO 2) The most important part of the salesperson's job is which of the following?

Tracking accounts receivable

The selling process

Training new salespeople

Being involved in the community

Attending training sessions

: Week 1 Lecture and Chapter 1

Comments:

Question 6. Question :

(TCO 2) Which step in the ISP involves determining if the prospect has these three things: need, ability, and authority?

IN Prospecting

Pre-Approach

Approach

Presentation

None of the above

: From this week's Flash Interactive

Points Received: 0 of 5

Comments:

Question 7. Question :

(TCO 3) Which of the following are examples of commonly used organizational goals?

Dollar revenue

Social responsibility

Dollar profits

Both a and c

All of the above

: Chapter 2, Page 36

Comments:

Question 8. Question :

(TCO 3) Focusing your product on a special part of the market is an example of which of the following?

Capital budgeting

Segmenting

Target marketing

Centralization

Penetration programming

: Chapter 2, Page 37

Comments:

Question 9. Question :

(TCO 3) Which of the following is most likely to be an economic buying influence?

An engineer

A senior officer

A purchasing agent

A production supervisor

A financial analyst

: Chapter 4, Page 118

Comments:

Question 10. Question :

(TCO 3) The first step in determining the minimum customer size on which the salesforce should call is to calculate which of the following?

Cost per sales call

The growth potential of the customer

Sales promotion budget needed

Cost of product development

Gather the customer's past sales record

: Chapter 3, Page 93

Comments: