Marketing I - Obj. 2.00 Review

Question 1

When a business publicly pledges to provide you with quick, courteous service, what is it doing

Accepted Answer

Making a brand promise

Question 2

If a salesperson is not aware of the features of a particular product he/she should?

Accepted Answer

Ask an available, experienced salesperson

Question 3

What can salespeople do to maintain good relationships w/existing customers?

Accepted Answer

Live up to their promises

Question 4

AFTER learning that customer is interested in a computer that has graphics capabilities, what ?

Accepted Answer

Suggest a specific computer to the customer

Question 5

Why are there limits to the amt. of money that salespeople spend taking customers out to eat?

Accepted Answer

To control expenses

Question 6

How do feature-benefit chart help a salesperson?

Accepted Answer

Is a quick reference to the salesperson about the product

Question 7

Judy sold customers substitute computers for the iPad. What should she explain about them?

Accepted Answer

Comparable features

Question 8

Which is an appropriate characteristic for a firm's selling policies?

Accepted Answer

Enforced with reasonable firmness

Question 9

Employees obtain _ information concerning policies & procedures from internal business reports?

Accepted Answer

New personnel regulations

Question 10

Joe may forgo a sale in order to satisfy needs. Carol always tries to close sale. Who best?

Accepted Answer

Joe, b/c he will get more repeat business

Question 11

Which is a part of establishing relationships w/customers?

Accepted Answer

Sizing up the customer

Question 12

To reinforce the co's image through employee performance, make sure employees can _?

Accepted Answer

Have thorough knowledge of the products

Question 13

When products are graded by nongovernmental agencies, the grading considered to be_?

Accepted Answer

Voluntary

Question 14

When a salesperson explains the benefits of a product, which question are they answering?

Accepted Answer

What's in it for me?

Question 15

A sales rep cannot answer a question and the only person who can help is busy. What to do?

Accepted Answer

Ask coworker for the information as soon as customer leaves

Question 16

One way a company can reinforce its image is by performing which action?

Accepted Answer

Training its employees

Question 17

What is the SALES TAX for an item priced at $279 with 6% sales tax?

Accepted Answer

$16.74

Question 18

Which is an example of an implied warranty?

Accepted Answer

A customer buys a toaster and assumes it will toast bread

Question 19

A 589 lb. pkg. is $11.56 per 100 lbs. What are the shipping charges?

Accepted Answer

$68.09

Question 20

Josh wants to know more about the benefits of his new iPad. What does he want to know?

Accepted Answer

What is in it for me?

Question 21

If a business continuously fails to deliver on its brand promise what might happen?

Accepted Answer

Lose credibility

Question 22

Which type of information should employees be able to locate in their company employee handbook

Accepted Answer

The use of company property

Question 23

Which is an internal factor that might have an effect on a business's selling policies?

Accepted Answer

Research efforts

Question 24

A business's brand promise is intended to accomplish which goal?

Accepted Answer

Provide the customer

Question 25

The salesperson & customer both benefit from using selling to satisfy needs, this ensures?

Accepted Answer

Repeat business

Question 26

T/F: All salespeople should us the step of the selling process to establish relationships.

Accepted Answer

True, this is an important step for all salespeople

Question 27

A customer purchased furniture that retails for$750 at 33% off, 5% sales tax and $25 del. fee.

Accepted Answer

$552.63

Question 28

A customer asks a specific product question that a new salesperson cannot answer. What do?

Accepted Answer

Ask an available, experienced employee

Question 29

A printed warranty card stating that if the product does not work properly what can be expected

Accepted Answer

Is an EXPRESS Warranty

Question 30

What policy would help WNJ Co. reinforce its image as an efficient and responsive business?

Accepted Answer

Employees must respond to customer inquiries w/in 24 hrs

Question 31

Gary sold Cindy new furniture. What should he as follow-up to develop relationship?

Accepted Answer

Call to make sure the products are satisfactory

Question 32

Which is product benefit that a salesperson may point out to a customer buying a computer?

Accepted Answer

Preinstalled software saves money

Question 33

Why do many professional organizations develop standards for their member to follow?

Accepted Answer

To promote product safety

Question 34

How does the use of grades & standards affect the buying and selling process?

Accepted Answer

Customers can buy without having to inspect each product

Question 35

Which type of product info might a salesperson be able to obtain from a manufacturer's rep?

Accepted Answer

How the product is made

Question 36

Through sales, products are transferred to consumers who can then use them. What is this called

Accepted Answer

Adding utility

Question 37

Any business that transports goods across state lines must comply w/standards set by?

Accepted Answer

Government agencies

Question 38

By what will the emphasis put on each phase of the selling process vary most significantly?

Accepted Answer

Product & Client

Question 39

Which regulatory act prevents a business from randomly offering discounts to whomever it choses

Accepted Answer

Robinson-Patman Act

Question 40

What does a salesperson need to do to be successful in selling?

Accepted Answer

Learn the features unique to the brands s/he sells

Question 41

All advertisements say that their employees go through extensive training, what is this?

Accepted Answer

Making a brand promise

Question 42

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

Accepted Answer

A customer is asked if s/he would like a beverage while wait

Question 43

What should a salesperson remember to do during the closing phase of the selling process?

Accepted Answer

Ask the customer to buy

Question 44

What is the purpose of warranties & guarantees?

Accepted Answer

To protect the producer and consumer

Question 45

Terri purchased a new car and expects stereo to work smoothly. What warranty is she expecting?

Accepted Answer

Implied

Question 46

What should a salesperson do w/a customer who wants to return an unsatisfactory item?

Accepted Answer

Follow the business's selling policies

Question 47

The phase of the selling process that includes writing up the order is which action?

Accepted Answer

Reaching closure

Question 48

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

Accepted Answer

Financial resources

Question 49

Which is a PRESALE opportunity for salespeople to provide customer service?

Accepted Answer

Providing ample product information

Question 50

Which follow-up activity can salesppl can use to provide good service & develop relationships?

Accepted Answer

Call to make sure the product(s) is satisfactory

Marketing I - Obj. 2.00 Review

Questions 50

Marketing I - Obj. 2.00 Review

Questions 50