Marketing Principles 1st Semester Exam

What does the selling function involve that makes it so important?

When recommending a substitute item, what should a salesperson talk about with a customer?

According to the marketing concept, which of the following options shows company commitment:

If someone has a great new idea to be pitched to investors, which P should they consider first?

To build rapport with a customer, you should

What is a reason why selling brand-name goods often is important to retailers?

What should a businessperson not do to adapt their communication to appeal to foreign clients?

____ is a way of speaking to a selected target audience to effectively communicate information.

What kind of customer asks "If I buy this, how can I be sure it will do what you say it will"?

One way to show respect for foreign clients' cultural and social differences is to

What can salespeople do to maintain good relationships with existing customers?

One way a company can reinforce its image is by

When at a meeting about a project, an employee must first focus on ___ to take effective notes.

What marketing professional is responsible for creating the new package for a product?

A salesperson learns that a customer wants a computer with good graphics, what's the next step?

Which is a characteristic of a successful salesperson?

Markets are composed of people with unfulfilled desires who are willing and able to

When showing company's sales figures in a report, which visual aid should you use to show this?

How do service-oriented companies often improve their levels of service?

Effective note-taking involves summarizing key concepts in ways that ________.

How can you show a positive attitude while talking on the phone?

When an employee has an idea criticized, how should they take the comments?

______________________ policies concerned with pricing, product availability, and discounts.

Open-minded questions avoid _____.

What type of product info might a salesperson obtain from a manufacturer's representative?

You can gain confidence when speaking to others by doing which of the following?

What type of info about policies and procedures do employees often get from an internal report?

What marketing career involves determining why customers do what they do?

Salespeople encouraging customers to __________ products to get them to feel like they own it.

The most important factor in carrying out brand promise is

What is first thing that you should say when answer the telephone at work?

What is a business doing if it pledges to provide its customers with quick, courteous service?

Which communication style should a salesperson use with customers?

What two characteristics are required to be considered part of a market?

What is one of the purposes of having business policies?

Which part of the market segment focuses on where people live?

When you are preparing a report and need to important facts, they should prepare the report by?

_______________ helps businesspeople forecast how much will be sold in a given period?

Which is a pre-sale opportunity for salespeople to provide customer service?

Why are non-complainers a more difficult problem for businesses than complainers?

Policies help employees deal with customers the same way in situations so that employees will

Who'd say "I don't know which my wife would like. I had better come back at another time."

What should you do if you need to get info requested by customers and call the customers back?

During initial contact, why should salespeople create favorable impressions with customers?

What should salespeople do when they must cope with customers who are being disagreeable?

What is the best way to find out why someone has called a business?

A business is targeting Asian males, 38- to 54-years old is segmenting the market based on

___________________ determines how much gross profit a business will make on a good or service?

What is the overall reason that marketing strategies are designed and implemented?

Which of the following is an example of a company procedure?

What is an example of an employee reinforcing a firm's image through his/her job performance?

When organizing information to present in a business report, it is effective to

Salespeople provide the most valuable service to customers when they help them

What is a guideline for a salesperson to follow when questioning customers?

_______ is concerned with having the selected product in the right location at the right time .

What type of graphic is used when you want to show a sequence of events in chronological order?

Which of the following why it is important to organize info before preparing a business report?

The pace of questions asked by a salesperson varies on the ________.

What happens to businesses who fails to follow through on its brand promise?

What is an internal factor that affects the selling policies of a business?

When you feel you have the best idea but co-workers don't agree, what should you do first?

If you are ask too many questions but don't know the customer's need or want, what can you do?

How does it benefit a salesperson to not sell a product in order to satisfy a customer's needs?

What marketing career gets customers' attention, informs them, & persuades them to buy?

What should employees do to maintain a customer-service mindset?

How does a business benefits by reinforcing service orientation through communication?

Which of the following would be the most likely cause of customer complaints:

When giving a presentation, why would you want to use graphic aids?

A customer asks a question that a new salesperson can't answer. What should the salesperson do?

What is at the center of all marketing activities?

What can you do at a business meeting so that you have the information later?

What should you do after listening to a customer's complaint?

A customer asks a you about Sunday's ad, what would you use to assist the customer:

As employees go through activities, their actions should be driven by whether the actions will

How does having a customer-service mindset benefit a business's employees?

Which marketing function involves coming up with a new product?

When a co-worker disagrees with a suggestion that you have, what should you do next?

Retailers often sell brand-name products to

By increasing awareness of the need for environmental controls, what has marketing done?

If a customer yells at you because of an error, how can you show a customer-service mindset?

A customer is looking at many brands of the same product for awhile. What is the best approach?

Selling is often referred to as personal selling because it

What's wrong with this reply to an item request, "It's poorly made. Get this one for $20 more."

What should a salesperson do when a 2nd customer comes while helping another customer?

What follow-up can salespeople do to provide service and develop relationships with customers?

What is a guideline for employees to follow in handling customer inquiries?

Which of the following affects a business's selection of policies to guide its operations?

Businesspeople who do not change communication styles for foreign clients......

Applying the customer-orientation element of the marketing concept enables the business to

What type of info should employees be able to locate in their company's employee handbook?

What should a salesperson do when a customer wants to return an unsatisfactory item?

Brand names are useful in selling because many brand-name products

To promote a new menu, an owner plans to email coupons to customers. What does this represent?

Which of the following types of product information is best obtained from customers:

What is the first step when participating in a group discussion?

What happens with customer complaints?

Which of the following should jargon be used with?

Company ______________________________ is essential for the success of the marketing concept.

Which policy would a company implement its image as an efficient and responsive business?

The amount of time and effort put into each phase of the selling process varies by _________.