Business-to-Business Marketing Test Preparation
Course Introduction
Business-to-Business Marketing focuses on the unique challenges, strategies, and tools involved in marketing products and services to other businesses rather than to individual consumers. The course covers key concepts such as organizational buying behavior, relationship management, segmentation and targeting in industrial markets, value-based selling, and the role of digital platforms in B2B marketing. Students will explore how to build and maintain profitable customer relationships, navigate complex sales cycles, and leverage networks and partnerships to achieve long-term business growth. Case studies and real-world examples are used to illustrate effective marketing strategies in industries ranging from manufacturing and technology to services and professional consulting.
Recommended Textbook
Relationship Selling 3rd Edition by Mark Johnston
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1048 Verified Questions
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Chapter 1: Introduction to Relationship Selling
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75 Verified Questions
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Source URL: https://quizplus.com/quiz/48692
Sample Questions
Q1) Natalie represents medical office management systems.She frequently consults with clients,redesigning systems and using the technical expertise of her firm to address the strategic needs of her customers.Natalie is involved in _________ selling.
A)Transactional
B)Reflective
C)Consultative
D)Enterprise
Answer: D
Q2) While transactional selling works to reduce __________,relationship selling works to add ______.
A)Value; price
B)Costs; value
C)Ethics; price
D)Value; costs
Answer: B
Q3) "CRM" stands for Customer Reminder Management.
A)True
B)False
Answer: False
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Page 3
Chapter 2: Using Information to Understand Sellers and Buyers
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Sample Questions
Q1) In a __________,account executives utilize a global team of salespeople but can also draw from the full functional resources within the company.
A)Single-source supply system.
B)Matrix organization.
C)Buying center.
D)Virtual office.
Answer: B
Q2) The use of _______________ creates a challenge for managers attempting to keep sales people fully socialized to the culture of the organization.
A)Virtual offices
B)Repetitive sales pitches
C)Industrial RFPs
D)Modified perceived risk analyses
Answer: A
Q3) Sales people spend a majority of their time selling.
A)True
B)False
Answer: False
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Chapter 3: Value Creation in Buyer-Seller Relationships
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73 Flashcards
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Sample Questions
Q1) One of the ways services are different from products is intangibility.
A)True
B)False
Answer: True
Q2) A marketing communications mix for a large important purchase will be driven more by:
A)Advertising/sales promotion.
B)Personal selling.
C)Neither.
D)Both. Answer: B
Q3) Excellence in supply-chain management adds value to the company in the form of: A)Price.
B)Perceived company reliability.
C)Integrated marketing communications.
D)Internal customer satisfaction. Answer: B
Q4) Why would a firm want to underpromise and overdeliver?
Answer: By underpromising and then overdelivering the firm controls customers' expectations,creating customer delight.
Page 5
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Chapter 4: Ethical and Legal Issues in Relationship Selling
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Sample Questions
Q1) Cease-and-desist orders can be ordered against companies that engage in:
A)Price gouging.
B)Price discrimination.
C)Competitor defamation.
D)Caveat emptor behavior.
Q2) It is perfectly legal to charge a lower price to a customer who buys more.
A)True
B)False
Q3) In addition to the Uniform Commercial Code,a number of federal laws have been passed that affect selling,including:
A)The Sherman Anti-Trust Act.
B)The Clayton Act.
C)The Robinson-Patman Act.
D)All of the choices are correct.
Q4) What are the four major areas of ethical concern salespeople have when dealing with customers?
Q5) Misrepresenting business expenses to generate additional income is employee theft.
A)True
B)False
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Chapter 5: Prospecting and Sales Call Planning
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Sample Questions
Q1) When Rosalie makes a sales call,she always asks the customer "Who else do you know who would benefit from our products?" Rosalie is creating a (n):
A)Word of mouth database.
B)Bird dogging network.
C)Endless chain referral.
D)Center of influence mine.
Q2) Which of the following statements about business dress is NOT true?
A)If the client suggests dressing in business casual,dress formal anyway.
B)When in doubt,dress up in business attire.
C)During the preapproach,ask about the dress code.
D)Never dress down below the client's level of attire.
Q3) A sales proposal is all of the following,EXCEPT:
A)A good way to plan out the sales process in advance.
B)Focuses on the value proposition.
C)Provides an effective means to approach the prospect.
D)None of the choices are correct.
Q4) Sales managers know many sales people struggle with call reluctance.What strategies can be used to help salespeople overcome call reluctance?
Q5) Explain the meaning of the "give first" approach to networking.
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Chapter 6: Communicating the Sales Message
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Sample Questions
Q1) What formula is used in formula presentations?
A)AIDA
B)FABS
C)SPIN
D)CARB
Q2) The advantage of a formula sales presentation is:
A)Information is provided in a constructed format.
B)There is no place for objections.
C)Feedback is minimized.
D)All of the choices are correct.
Q3) Which of following is a weakness associated with memorized sales presentations?
A)Discussing aspects of the product that are not important to the customer
B)Limits customer participation
C)Often seems high pressure sales to customers
D)All of the choices are correct.
Q4) Kathy is a great active listener.She focuses on:
A)The character of the person speaking.
B)What is being said as well as nonverbal messages.
C)Features that will actively benefit the customer.
D)Analyzing the profit potential of each customer.
8
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Chapter 7: Negotiating for Win-Win Solutions
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Sample Questions
Q1) Too often salespeople believe than when the customer wins,they lose.
A)True
B)False
Q2) Teresa has a very sensitive customer who does not like to be confronted.She has learned to use non-threatening negotiation strategies with this customer.Whenever possible,Teresa avoids using ___________ to negotiate with this customer.
A)Questions.
B)Direct denial.
C)Bounce-backs.
D)Trial offers.
Q3) What two options does a salesperson have when a customer does not accept the salesperson's value proposition?
Q4) How can a salesperson add value to their value proposition without changing the product?
Q5) Salespeople would NOT be needed if customers:
A)Sought their own solutions in-house.
B)Could use the Internet.
C)Readily accepted the sales presentation.
D)Were accessible.
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Chapter 8: Closing the Sale and Follow-Up
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Sample Questions
Q1) Robert tells the prospect that this is the only car in that model that the dealership will receive this month.Robert is using a _____________ closing.
A)Direct.
B)Summary-of benefits.
C)Balance sheet.
D)Buy-now.
Q2) Win-win solutions come:
A)When the buyer is ready.
B)After the trial close.
C)At any point in the dialogue between buyer and seller.
D)After closely following the step-by-step empathy sales training process.
Q3) Carla pays close attention to customers' verbal and nonverbal cues that they are ready to make a commitment to purchase.Carla is good at observing:
A)Empathy.
B)Buying signals.
C)Silence.
D)Rejection.
Q4) What are the most common sources of post-sale performance gaps?
Q5) Using an example,describe a buy-now closing.
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Chapter 9: Self-Management: Time and Territory
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Sample Questions
Q1) As sales manager,you need to estimate the market potential for each territory.You do this by estimating the:
A)Dividing the census by the basic control unit.
B)Potential demand for each customer and prospect.
C)Offering incentives to salespeople to ask customers what their potential is.
D)Size of the MSA multiplied by the 80:20 rule.
Q2) Brian developed a time management plan but has found the difficult part is:
A)Defining the right priorities.
B)Logistics.
C)Event scheduling.
D)Implementing it.
Q3) From a sales management perspective,what are the problems associated with sales territories that are too large and too small?
Q4) It is easier for a sales manager to evaluate each salesperson's performance and compare salespeople when:
A)Salespeople are of equal ability.
B)New salespeople are guided by established salespeople.
C)Sales territories are roughly equal.
D)Call frequencies are the same for all salespeople.
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Chapter 10: Salesperson Performance:
Behavior,Motivation,and Role Perceptions
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Sample Questions
Q1) The goal of a sales manager when developing a reward mix is to:
A)Minimize the cost to the company.
B)Direct every action a salesperson takes.
C)Direct sales force efforts toward the most important activities.
D)All of the choices are correct.
Q2) The role of a salesperson is largely defined through the expectations,demands,and pressures communicated by his or her:
A)Peers.
B)Role partners.
C)Customers.
D)Sales managers.
Q3) When considering the five determinants that affect a salesperson's performance it is important to recognize that:
A)Aptitude is the most important determinant.
B)Motivation is more important than skill level.
C)The determinants interact with each other.
D)Personal variables are less important than organizational variables.
Q4) What is a reward mix?
Page 12
Q5) Why do salespeople need flexibility to do their job?
Q6) Are salespeople born or made?
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Chapter 11: Recruiting and Selecting Sales-people
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Sample Questions
Q1) Research has shown that ______________ are the worst predictor of a potential salesperson's future job performance.
A)Applications.
B)Evaluations based on personal interviews.
C)Reference checks.
D)Psychological tests.
Q2) When a company expands globally,sales recruiting:
A)Becomes easier.
B)Problems magnify.
C)Should use the same process as conducted domestically.
D)Should use the same process as conducted domestically adapting only for differences in employment law.
Q3) One disadvantage for HR specialists involved is recruiting and selection is they are typically not as knowledgeable about the job demands.
A)True
B)False
Q4) Why is recruiting and selecting salespeople important?
Q5) What tasks need to be carried out during the evaluation stage of recruitment and selection?
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Chapter 12: Training Sales-People for Sales Success
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Sample Questions
Q1) Teaching ethics during sales training is:
A)Illegal
B)Important
C)Unethical
D)Both A and C
Q2) Effective use of technology allows salespeople more face-to-face customer contact time.
A)True
B)False
Q3) Although product knowledge is one of the most important topics,knowing:
A)Competitor's product is more important.
B)When and how to discuss the subject is probably even more important.
C)How to explain the technical details is probably more important.
D)How to manage your time and territory will allow you to overcome a lack of product knowledge.
Q4) Using tests to measure what parts of a sales training has been applied in the field is not difficult.
A)True
B)False
Q5) What are the seven typical topics addressed in sales training?
Page 15
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Chapter 13: Sales-Person Compensation and Incentives
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Sample Questions
Q1) Changes in ____________________ are most likely to cause a well-designed compensation plan to no longer be effective.
A)Markets or customers.
B)Production scheduling.
C)Government regulations
D)Enterprise resource planning.
Q2) Sales commissions are usually based on:
A)Profits or costs.
B)Quotas or contests.
C)Dollar amount or sales volume.
D)Perks or sales volume.
Q3) Which of following is a potential criticism of sales contests for motivating salespeople?
A)Contests may create only long-term results without short-term improvement.
B)Salespeople may "borrow" sales from before or after the contest to increase their chances of winning.
C)Contests can increase the cohesiveness and morale of the sales force.
D)All of the choices are correct.
Q4) Why can paying salespeople too much be a problem?
Q5) List the seven building blocks of good sales standards.
Page 16
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Chapter 14: Evaluating Sales-Person Performance
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Sample Questions
Q1) The lost account ratio measures how well sale reps are:
A)Servicing established accounts in the territory.
B)Converting prospects into customers.
C)Minimizing the cost per call ratio.
D)Capturing business from large accounts.
Q2) When salespeople are surprised by anything he or she is told during a formal performance review:
A)The salesperson should be fired.
B)The manager is doing his or her job.
C)The evaluation instrument is faulty.
D)The manager is not doing a very good job.
Q3) Belinda is using the company's performance evaluation forms.She knows the evaluations are taken seriously,both by senior management and sales staff.She has been given a list of instructions in order to properly administer the forms.What instructions usually accompany performance evaluation forms?
Q4) In many ways,it is more difficult to measure quantity that quality.
A)True
B)False
Q5) How can a salesperson's effectiveness be measured?
Q6) What are the three common categories of sales performance ratios?
Page 17
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