Marketing I Final Exam

Which of the following purchases would most likely be made with discretionary income?

Prospecting is a vital part of business-to-business sales but only a small part of retail sales.

Businesses can use database technology to provide products to a specified target market.

What is the easiest and most effective method of suggestion selling?

A marketing concept will list information such as ethnic background, age, income level and geographic location.

Customers who have developed brand loyalty for a product will use routine decision making.

We would love to take this trip that you've described, but we have to repaint our house. What is this objection based on

A company began marketing a new sauce that includes spices often found in Asian cuisine. How is this company segmenting?

What should the salesperson do when a customer is having difficulty making a buying decision

Understanding ethnic backgrounds and household income is part of market segmentation.

In a market economy, who decides wheather a business will survive or fail?

At the end of her stay at a hotel, Jennifer completed a form rating the hotel's service & food. What did she complete?

As a factor of production, the term labor refers to both skilled and unskilled workers.

A marketing plan is a formal written document which directs activities only for a specific time.

A pet shop holds meetings to keep employees aware of new products. How are the employees getting product knowledge?

A family has taken several trips together that the same travel agent has organized, future trips would be considered...

In a market economy, who decides how products are produced?

Buy one get one free. This is an example of distribution.

Sometimes, a home owner buys an extended warranty for the first year. What is this called?

A Potteryware company decided to sell its coffee mugs in the local espresso shops. What type of marketing is this?

Good morning, Mr. Phelps. What approach is being used?

Determining a retail customer's needs must be done immediately after the approach.

A direct-mail company wants to send catalogs to music teachers, and music lovers. What type of data would be helpful?

Selling camping gear through catalogs mailed to outdoors people is an example of place utility.

The sales close that should be used infrequently because it can be viewed by the customer as a pressure tactic is the:

The goal of the product presentation is to skillfully present the products to the customer

In which step of the sale should you learn what the retail customer is looking for in a good or service?

The greeting approach establishes a positive atmosphere and opens lines of communication.

The owner of a miniature golf business provides her customers with?

A salesperson says, "What about the directions do you find confusing?" What method of handling objections is being used?

Which economic utility increased when fast food restarurants began accepting credit cards?

People who share similar needs and wants and who can purchase your products are called a market.

During a presentation, what is the max number of items a salesperson should show a customer at one time?

Feature-Benefit selling refers to only the basic physical attributes of a product.

During what stage of selling should you educate a customer about the special care of special instructions of an item?

If you show the customer items that coordinate with the customer's purchases, what method is being used?

In economic terms, land, labor and capital refer to:

What should you do when a customer interrupts you with a question while you are making change?

How should a salesperson approach an impatient customer?

Which of the following utilities is not directly related to marketing?

Maintaining eye contact is an important part of establishing a relationship with a customer.

"I've had many customers express the same concern you've just stated" what strategy is being used?

It is acceptable for a salesperson to use jargon during a business-to-business sales presentation.

Resource scarcity forces nations to make economic choices.

After watching Saturday morning cartoons, Bobby asked his mom to buy him Honey Nut Cheerios, Bobby is considered the...