stud
bud
Sign up
Log in
Home
Library
Explore
SAT
More
Marketing Essentials Chapter 12 - Selling Flashcards | StudBud
Explore
/
Marketing Essentials Chapter 12 - Selling
Marketing Essentials Chapter 12 - Selling
35 terms
·
StudBud Administration
·
403 plays
A review quiz to review Glencoe's Marketing Essentials chapter 12.
Flashcards
35 cards
F
Practice quiz
P
Host live
L
Questions
35
Answers
1
A sales order or purchase order
is not a legal agreement so it is not enforceable
is the same as an invoice
is the same as a warranty and guarantee
is a legal agreement between a buyer and seller
2
Car allowances and expense accounts are considered
reasonable benefits for all sales positions
perquisites of a job
perks of a job
only for salespeople in a company
3
CRM stands for
Crash Recovery Mission
Customer Relationship Management
Careful Relationship Management
Customer Retention Multiplication
4
This is a dollar or unit sales goal set for the staff to achieve in a specified period of time.
Business Plan
Sales Forecast
Investors Report
Sales Quota
5
This type of decision making is used when there is a low degree of perceived risk.
Discounted Decision Making
Limited Decision Making
Extensive Decision Making
Routine Decision Making
6
The Rolling Stones made history with a free concert in this country in March of 2016.
Cuba
Iran
Ukraine
Syria
7
This president was the only American president to be unanimously elected.
Alexander Hamilton
Henry Taft
George Washington
Chester A. Arthur
8
Customer relationship marketing involves
routine decision making
recruiting qualified sales personnel
finding customers
keeping customers satisfied
9
Often sales reps are required to make a _____ to a potential customer without an appointment.
Cold Call
Interface
Prerequisite
Call Report
10
Many employees feel that _____ is the best way to boost company profits.
personal selling
prerequisites
telemarketing
organizational selling
11
Office supply businesses often rely on _____ to sell their products by long distance.
Personal Selling
Call Reports
Telemarketing
Organizational Selling
12
Delaware was the first state to do this
Ratify the Constitution
Create a state park (Cape Henlopen)
Sign the Declaration of Independence
Abolish sales tax
13
These exist in every Delaware State Park
horseshoe crabs
blue crabs
bodies of water
disc golf course
14
Raoul was unable to meet his _____ because of the downturn in the economy.
future spouse
sales quota
sales agreement
deadline
15
What is the key factor that sets personal selling apart from other form of promotion?
two-way communication
distance
none of these
silence
16
When needs are determined, it is important to do this
Analyze
Listen
Understand
Respond
17
A good salesperson makes certain that his or her _____ is complete at all times after visits.
Sales Quota
Interface
Call Report
Pre-sold
18
Identify the components of The Marketing Concept
Generate a Profit
Satisfy Customer Needs
Stay in Touch
Monitor Purchasing Behavior
19
Sales managers help influence
Compensation & Sales Quotas
Legal and Ethical Issues
Training
Company Policies
20
All salespeople must have
Car allowances
Ability to Advance
Expense Reports
Interpersonal Skills
21
Insurance companies make appointments with company managers at their headquarters using _____.
Cold Calling
Telemarketing
Organizational selling
Personal selling
22
What is the best definition of personal selling?
Any form of direct contact b/w salesperson and customer
None of these
A phone call placed to a customer in another state
A group e-mail sent to a list of your favorite customers
23
All sales transactions must
Maximize company profit
End in cash in the register
Come from personal selling
Meet customers needs/wants
24
This type of decision making poses the least amount of customer risk
Extensive
None of these
Limited
Routine
25
Theodore Roosevelt was the first to call it the White House. Before him it was called
Camp David
The Government House
The Executive Mansion
The President's House
26
After greeting the customer face-to-face, the next step in the sales process is to
close the sale
determine the customer's needs
perform suggestion selling
overcome the customer's objections
27
Which actor made his debut as James Bond in the film Casino Royale in 2006?
Daniel Craig
Pierce Brosnan
Tom Hiddleston
Idris Elba
28
Companies can ____ their relationships with customers by following up after sales.
eliminate
destroy
create
solidify
29
The world's largest Lego tower was built in this Delaware town. (112 feet, 11 stories tall.)
Wilmington
Dover
Milton
New Castle
30
This cult TV show from the 1990's, featuring David Duchovny, was resurrected in 2016?
The Rockford Files
The X Files
Friends
Bones
31
Which Rihanna album hit #1 on the Billboard 200 in March of 2016?
Talk That Talk
Anti
Loud
Unapologetic
32
Although it's small, Delaware has the world's largest type of this
banana port
Population of Sea Creatures
percentage of PHDs
Collection of peach blossoms
33
This type of decision making is used when a customer has little to no experience with a product
Extensive Decision Making
Limited Decision Making
Intermediate Decision Making
Routine Decision Making
34
The purpose and goal of selling is to
help the company make a profit
help customers make satisfying buying decisions
create an ongoing relationship with customers
generate sales for the company
35
What has helped CRM flourish in recent years?
Loss of Data
Computer Technology
Different Types of Buying
Increased Emphasis
