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(MARK2120)[2004](s)quiz~zhuangab^_81318.pdf
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Name: Student ID: Section:
MARKETING MANAGEMENT-TEST 3(April 28)
1. In the personal selling process, a telemarketer who calls and asks the head of the household, If you were to die tomorrow, would your family be cared for? is engaged in:
a.
stimulus-response selling.

b.
closing the sale.


c.
prospecting.


d.
order taking.


e.
creating a preapproach.
A(n) _____ is an individual or organization that wants a product, can afford to buy it, and
is the decision maker:


a.
opinion leader


b.
lead


c.
prospect


d.
qualified prospect


e.
gatekeeper


3. During the _____ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter.
a.
prospecting

b.
preapproach

c.
approach

d.
presentation

e.
closing


4. As a salesperson asks questions about a prospect's office operations, the prospect asks, "What I really want is quality bond paper at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's paper is the lowest priced on the market. The salesperson has engaged in:
a.
adaptive selling.

b.
suggestive selling.

c.
formula selling.

d.
consultative selling.

e.
relationship selling.


5. Which of the following statements should the salesperson use to postpone a prospect's objection?
a.
"I think I might be able to explain that better to you after showing you this diagram."

b.
"Yes, you're right, it is lighter, but that is done intentionally to make your work easier."

c.
"That's true. It does have a shorter shelf life, but that hasn't really been a problem. It is so popular it never gets to stay on the shelf that long anyway."

d.
Where did you hear that? Your source must have erroneous information.

e.
"As I was saying, . . . "


6. At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?
a.
approach

b.
presentation

c.
close

d.
follow-up

e.
sale


7. At which stage in the personal selling process would the salesperson ensure the customer is satisfied with the product?
a.
assumptive close

b.
final close

c.
urgency close

d.
follow-up

e.
postpurchase


8. An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission, salaries, and benefits. Additionally, with a company sales force, sales administration costs would be incurred for a total fixed cost of $650,000 per year. At what level of sales would independent salespeople be less costly?
a.
$650,000

b.
$5,416,667

c.
$32,500,000

d.
$35,200,0