Business-to-Business Marketing Exam Review
Course Introduction
Business-to-Business (B2B) Marketing explores the strategies, concepts, and tools required to effectively market products and services to other businesses, organizations, and institutions rather than individual consumers. This course covers key topics such as organizational buying behavior, B2B segmentation, relationship management, supply chain management, and the development of value propositions tailored to business clients. Students will analyze real-world case studies, learn how to create integrated marketing plans for B2B environments, and examine the impact of digital technologies and global trends on B2B marketing practices. The course emphasizes strategic thinking and practical skills necessary for building and maintaining successful business partnerships.
Recommended Textbook
Selling Building Partnerships 9th Edition by Stephen Castleberry
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17 Chapters
1711 Verified Questions
1711 Flashcards
Source URL: https://quizplus.com/study-set/2668
Page 2
Chapter 1: Selling and Salespeople
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53253
Sample Questions
Q1) As a sales job category,what tasks do missionary salespeople perform?
Answer: Missionary salespeople promote; they do not sell.
Q2) A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products.
A)True
B)False
Answer: False
Q3) Manufacturers' agents:
A) actually take ownership of the products they sell.
B) are independent businesspeople.
C) are paid a monthly fee for their services.
D) typically call on people who may influence a sale and not those who actually place the order.
E) are accurately described by all of the above.
Answer: B
Q4) What is the role of missionary salespeople?
Answer: Missionary salespeople promote the manufacturer's products but do not make sales.
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Chapter 2: Ethical and Legal Issues in Selling
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) Marvin is an inexperienced sales rep for a manufacturer of kitchen appliances.He requests you to advise him on handling an expense account ethically.What should you tell him?
A) The company expects you to fudge on some costs; just don't get caught.
B) The company pays you a low salary because it expects you to pad your expenses, and you would be foolish not to.
C) Don't worry about keeping records; make up some amounts that seem reasonable.
D) Use your expense account as if you were spending your own money.
E) Stay at the best hotels and eat at the best restaurants because you do not have to pay for it.
Answer: D
Q2) The U.S.laws concerning bribery are much more restrictive than laws in Italy and Germany.
A)True
B)False Answer: True
Q3) Most sales situations are not covered by laws.
A)True
B)False Answer: True
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Chapter 3: Buying Behavior and the Buying Process
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) From the salesperson's point of view,the initial steps in the buying process are critical in straight rebuy situations.
A)True
B)False
Answer: False
Q2) Mark's supervisor introduces a new product in the market.Mark's supervisor is acting as the _____ in the buying process.
A) initiator
B) gatekeeper
C) decider
D) influencer
E) user
Answer: A
Q3) Automatic replenishment is a form of JIT where the supplier manages _____.
A) demand for the customer
B) price for the customer
C) inventory for the customer
D) accounting for the customer
E) all of the above
Answer: C
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Chapter 4: Using Communication Principles to Build Relationships
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53250
Sample Questions
Q1) In the United States,which of the following body language signals is most positive?
A) Prospect has arms and legs uncrossed.
B) Prospect is leaning away from the salesperson.
C) Prospect's left hand is clenched in a fist.
D) Prospect is looking directly in to the salesperson's eyes for 15 to 20 seconds each time they make eye contact.
E) Prospect is fidgeting.
Q2) One way to define the speaking-listening differential is to say:
A) active listening makes better speakers.
B) customers can listen to words at a rate five times faster than the rate at which salespersons can speak.
C) salespeople should speak 80 percent of the time and listen no more than 20 percent of the time.
D) speaking divided by listening equals communication.
E) articulation equals listening divided by speech rate.
Q3) What are the three forms of nonverbal communication salespeople can use to convey messages to their customers?
Q4) In the context of communication,define noise.
Page 6
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Chapter 5: Adaptive Selling for Relationship Building
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105 Verified Questions
105 Flashcards
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Sample Questions
Q1) Teddy has very strong opinions about whether his local senator should be re-elected in the upcoming election,but he keeps them to himself.Because his opinions are so strongly held,it is correct to describe him as assertive.
A)True
B)False
Q2) Which of the following is a benefit of the standard memorized sales presentation?
A) It ensures that the salesperson will provide complete and accurate information about the company's products and policies.
B) It is one of the most adaptive presentation techniques.
C) The salesperson's ability to speak spontaneously is enhanced while using this type of presentation.
D) It is based on a detailed analysis of an individual customer's situation and needs.
E) It provides a high degree of flexibility to sales representatives because they need to keep the changing needs of customers in mind.
Q3) What do purchasing agents rate as one of the most important attributes of good salespeople?
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Chapter 6: Prospecting
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106 Verified Questions
106 Flashcards
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Sample Questions
Q1) What determines a good prospect?
Q2) Which of the following statements about prospecting is true?
A) The value of all qualified leads is identical.
B) Not all leads will qualify to be prospects.
C) It is unethical to use friends or relatives as sources for leads.
D) Personal observation cannot be used to find qualified leads.
E) The process of qualifying leads usually results in an increase in the number of leads.
Q3) Roger is a sales representative for a farm equipment supplier.Almost twice a month,he visits Frank Copeland's farm.Copeland has not bought a new piece of equipment from Roger in the last 20 years,but he always seems to know who is looking to buy Roger's goods.Copeland likes to gossip and shares his information with Roger freely.Frank Copeland would be a good example of a:
A) deep seller.
B) driver.
C) center of influence.
D) free canvasser.
E) spotter.
Q4) What does the abbreviation NAICS stand for?
Q5) What is the difference between an exclusive sales territory and a house account?
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Chapter 7: Planning the Sales Call
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53247
Sample Questions
Q1) Multiple sales objectives reduce salespeople's fear of failure.
A)True
B)False
Q2) As a salesperson,a simple way to ensure that the sales call objectives determined are measurable is to:
A) use a canned sales presentation.
B) follow the guidelines set by your sales supervisor.
C) set long-term goals based on your sales call objectives.
D) align your objectives with the strategic objectives of your company.
E) set objectives that require a buyer's response.
Q3) Videoconferencing or Webcasting has lost its popularity as a result of downsizing.
A)True
B)False
Q4) It is important for salespeople to consider the company's overall promotional campaign when developing multiple call objectives for a prospect.
A)True
B)False
Q5) Within a prospect's company,who is likely to be a rich source of information?
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Chapter 8: Making the Sales Call
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) "Ms.Hallgren,thank you for seeing me today.My name is Daniel Mundt,and I'm with ServiceMaster." This is an example of a(n)_____ opening.
A) compliment
B) curiosity
C) product
D) introduction
E) referral
Q2) A salesperson's best line of defense when something goes wrong during his sales presentation is to:
A) blame his assistant or secretary for not having prepared properly for the meeting.
B) ask the prospect if the meeting can be rescheduled for later.
C) continue in the presentation as though nothing went wrong.
D) maintain the proper perspective and a sense of humor.
E) do none of the above.
Q3) If you want to be a successful salesperson,what should you do if you arrive for a sales appointment and your prospect asks you to wait thirty minutes before she can see you?
Q4) How can a salesperson use the product opening effectively?
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Page 10
Chapter 9: Strengthening the Presentation
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) To solve a problem with a leaking refrigerator valve,a convenience store owner can either replace the valve or continue to add more refrigerant to the system as needed.If he chooses to replace the valve,then how would you classify the money he was going to invest in more refrigerant?
Q2) During a product demonstration,a salesperson should always relate product features to a buyer's unique needs.
A)True
B)False
Q3) Which of the following recommendations should be followed by salespeople when using stories in a sales presentation?
A) Use vivid word pictures in the stories.
B) Try to use stories from one's own experiences.
C) Make sure that there is a reason for telling the story.
D) Use the hook of the story to tie back directly into the presentation.
E) All of the above.
Q4) Quantifying a solution is unnecessary when a prospect is in a high risk situation.
A)True
B)False
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Chapter 10: Responding to Objections
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53244
Sample Questions
Q1) Karla has just learned about the friendly silent questioning stare method (FSQS)of responding to objections.She uses it in a meeting with a prospect the next day.In this context,Karla is using a(n)_____ method of probing.
A) psychological manipulation
B) nonverbal
C) direct denial
D) revisit
E) acknowledge
Q2) The use of a third-party testimonial letter strengthens the _____ method of responding to a prospect's objections.
A) compensation
B) indirect denial
C) boomerang
D) referral
E) acknowledge
Q3) Probing techniques can be both verbal and nonverbal.
A)True
B)False
Q4) Discuss the importance of forestalling as a strategy.
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Chapter 11: Obtaining Commitment
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53243
Sample Questions
Q1) Why is it important for salespeople to become skilled in obtaining prospect commitment?
A) It increases the time spent with the buyer.
B) It helps in selling products to the buyer who doesn't need it.
C) It is intrinsically and extrinsically rewarding.
D) It is easier to convince the buyer to do the seller a favor by buying the product.
E) Skill in obtaining prospect commitment is important for all of the above reasons.
Q2) What is the term used for a remark such as,"We can make quick use of your software to improve our inventory management?"
Q3) Salespeople should never apologize for the price they present. A)True
B)False
Q4) What is typically the last element of any deal to be presented and discussed?
Q5) A trial order will not necessarily lead to a larger commitment.
A)True
B)False
Q6) What are the two types of quantity discounts offered by businesses?
Q7) Describe assertive salespeople.
Page 13
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Chapter 12: Formal Negotiating
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53242
Sample Questions
Q1) When Betty asked the sales representative to provide free shipping and a 40 percent reduction in price,the sales representative was stunned.Betty's partner then informed the representative that free shipping and a 10 percent reduction in price would be more reasonable.What negotiating strategy are Betty and her partner using?
Q2) Generally,the goal of negotiation is to develop a short-term partnership with a buyer.
A)True
B)False
Q3) Which of the following is NOT a conflict-handling mode?
A) Competing
B) Accommodating
C) Avoiding
D) Agitating
E) Compromising
Q4) Successful salespeople always make great negotiators.
A)True
B)False
Q5) Describe how a salesperson will use a competing mode of negotiation.
Q6) Describe three guidelines for making concessions.
Page 14
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Chapter 13: Building Partnering Relationships
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) Discuss the differences between solo exchanges and functional relationships.
Q2) When someone purchases the same product out of habit,that pattern is known as attitudinal loyalty.
A)True
B)False
Q3) Describe relational partnerships.
Q4) Define strategic partnership.What are the important characteristics of strategic partnerships?
Q5) Knowledge of the customer,the product,the industry,and the competition are all necessary to the success of a salesperson.
A)True
B)False
Q6) Which of the following serves as a foundation for a successful strategic partnership?
A) Autocratic leadership
B) Profit orientation
C) Short-term orientation
D) Common goals
E) All of the above
Q7) What different types of relationships can exist between buyers and sellers?
Page 15
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Chapter 14: Building Long-Term Partnerships
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53240
Sample Questions
Q1) During the commitment stage of the development of partnerships,it is still unlikely that a customer will designate a supplier as a preferred supplier or partner.
A)True
B)False
Q2) Which of the following represents a way by which a salesperson can ensure having a good number of personal contacts in the customer's firms?
A) By using the electronic data interchange system to control communication with the customer
B) By using specialty advertising items to make the selling firm's presence felt in the customer's firm
C) By cultivating three relationships each at three organizational levels of the customer's firm
D) By minimizing the use of strategies like cross-selling, full-line selling, and upselling with the customer's firm
E) By avoiding action on any trust-destroying conflict that the customer may have
Q3) Describe the 3-by-3 strategy advocated by Darryl Lehnus.
Q4) Briefly define corporate culture.
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Chapter 15: Managing Your Time and Territory
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100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/53239
Sample Questions
Q1) _____ classifies accounts on the basis of the company's competitive position with an account along with the account's sales potential.
A) ABC analysis
B) Product differentiation
C) Cloverleaf analysis
D) The sales call allocation grid
E) Market basket analysis
Q2) Which of the following is the final stage of self-management process?
A) Revising goals.
B) Implementing a time management strategy.
C) Allocating resources.
D) Completing paper work on time.
E) Evaluating performance.
Q3) The conversion ratio is the total number of sales made in a month.
A)True
B)False
Q4) List the four types of routing plans used by salespeople.
Q5) Goals relating to outcomes are activity goals.
A)True
B)False
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Chapter 16: Managing Within Your Company
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100 Flashcards
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Sample Questions
Q1) Who typically handles house accounts?
Q2) Rather than complain about poor marketing programs,proactive salespeople and sales managers prefer to participate in marketing decisions and keep communication lines open.
A)True
B)False
Q3) Close relationships and support of customer or technical service representatives with the salesperson mean not only better customer service but faster and more direct information flow to a salesperson.
A)True
B)False
Q4) Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:
A) straight salary.
B) draw.
C) commission base.
D) commission rate.
E) bonus.
Q5) What are the seven principles of selling internally?
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Chapter 17: Managing Your Career
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Sample Questions
Q1) Once you have narrowed your selection to a group of companies during your job search,the next step is to find a company that needs you.
A)True
B)False
Q2) Mandy works for a company that sells wholesale products to grocery stores.She is unsure whether she should spend her time in convincing store owners to carry her company's products or in promoting the products to support her company's pull strategy.Mandy is experiencing:
A) ambiguous control.
B) subliminal stress.
C) directional incoherence.
D) role ambiguity.
E) indecisive implementation.
Q3) Personnel managers appreciate being asked about salary during the first interview of the recruitment process.
A)True
B)False
Q4) List and define two primary causes of role stress.
Q5) Why is it important to learn as much as you can about your current job?
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