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COMGA2 - Mega Quiz Flashcards | StudBud
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COMGA2 - Mega Quiz
Leaders should be ____.
Should you ever rush the customer?
COMGA2 - Mega Quiz
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Answers
1
Should you ever rush the customer?
Maybe
No
I don't know
Yes
2
Leaders should be ____.
Empathetic
Cold
Unperceptive
Emotionless
3
Sell new products in existing markets
Diversification
Product development
Market development
Market penetration
4
Customer Relationship Management is the core business strategy that integrates internal processes.
True
False
5
Which stage of the consumer decision-making process does this represent?
Evaluation of alternatives
Postpurchase behavior
Need recognition
Information search
6
Protectionism?
The name given to the borders separating Communist.
The average number of immigrants allowed to enter a country.
Hiring independent outside workers to do company work.
Protecting local industries by limiting abroad competition.
7
Includes advertising, personal selling, sales promotion, public relations and direct marketing.
media mix
promotional mix
communication message
promotional channel
8
All sales experiences are the same...
True
False
9
What is the first step in the prospecting process?
There is no order
Question
Plan
Connect
10
Which of these concepts are not part of the personal selling process
negotiation
Follow - up
The opening
brief consultation
11
Leaders prioritize.
True
False
12
What is
NOT
a disadvantage of off-the-job training?
Training is tailored to meet specific needs of the business
Productivity is decreased whilst employee trains
Trained employees may leave for a higher paid job
It is usually more expensive
13
All sales people follow the same steps of the selling process.
True
False
14
Salesforce is at the bottom of the market in sales force automation and customer relationship management.
False
True
15
A Sales plan is the same as a marketing plan?
False
True
16
All of the following are in Maslow's hierarchy of needs EXCEPT
Environmental Needs
Physical Needs
Social Needs
Esteem Needs
17
what is the correct definition of Sales Forecasting
A person forecasting different sales in your local area
None of the above
"Predicating future sales levels and sales trends"
Predicting what time products go on sale
18
Why do businesses
analyse
the sales process?
Because they are required to by law
So they can adapt and improve their strategies
To make customers feel valued
So their staff are properly trained
19
A job specification is a list of
tasks, skills, abilities and duties
tasks, duties and responsibilities
knowledge, responsibilities, and other characteristics
knowledge, skills, abilities and other characteristics
20
Motivation of employees is important because...
... it encourages them to steal from the business
...It encourages them to leave the business
... it encourages them to call in sick
... it encourages them to work harder
21
Good leaders often are the type of people that find ways to work with people they disagree with...
False
True
22
What is sales forecasting based entirely on ?
past sales data
Communications
Profits gained or lost
Forcasting different sales
23
After greeting a customer in a store, what is the next step in the personal selling process?
Overcome the customer's objections
Discuss the features of the product
Present the benefits of the product
Determine the customer's needs
24
What is induction training?
training to introduce the employees to the business.
training when away from the job.
Training while on the job.
training focused on a worker reaching their full potential.
25
Customer Relationship Management includes two major components; Operational and Analytical?
False
True
26
Personal selling requires pushy sales tactics to succeed
TRUE
FALSE
27
The acronym AIDA stands for
action, interest, desire and attention
alternative, individual, desire and action
attention, interest, desire and alternative
attention, interest, desire and action
28
describing about the job is _____
job analysis
job specification
job description
carrer planning
29
Why is staff presentation important?
Customers might not like their style
Customers may judge a business by the way the staff look
Customers may want to buy the outfit they are wearing
30
Which of the following is
not
an example of on the job training
job rotation
role plays in a simulated situation
undertaking an apprenticeship
participation in planned work activities
31
The most important step of personal selling process is to
close the sale
approach the customer
determine customer wants and needs
handle objections
32
Personal Selling is always 1 to 1, customized communication
True
False
33
The international trade is the exchange of ... ?
capital, goods and services
drugs, weapon and alcohol
capital and services
services and goods
34
Job analysis helps to define the purpose of a company position
True
I still don't know what we are talking about.
No idea.
False
35
What is sales forecasting based entirely on ?
Communications
Profits gained or lost
past sales data
Forcasting different sales
36
Finish this sentence...The most successful cohorts…
Attend team calls, planning sessions & provide input/ideas
All of the above
Own customer relationships & drive initiatives aligned with team goals
Proactively communicate updates & details important to achieving success
37
An advantage of on the job training is:
answer 1 and 3
there are no travel expenses
lots of theory
quality of the trainer may vary
38
Categorize this buying-decision behavior. Buying a carpet.
Dissonance-reducing buying behavior
Variety-seeking buying behavior
Complex buying behavior
Habitual buying behavior
39
What is personal selling?
forcing the customer to buy.
Direct communication between a prospective buyer and a sales person.
contacting potential customers via phone call.
selling over the internet .
40
Which of the following are types of Consumer Value
?
Functional
Emotional
Psychological
Brand value
