Introduction to Marketing Exam Bank
Course Introduction
Introduction to Marketing provides students with a foundational understanding of the key concepts, strategies, and practices that drive the modern marketing environment. This course explores topics such as market research, consumer behavior, segmentation, product development, pricing strategies, distribution channels, and promotional tactics. Through case studies and practical examples, students learn how organizations identify customer needs, create value, and build strong customer relationships in competitive markets. By the end of the course, students will have the analytical and practical skills needed to develop effective marketing strategies for a variety of products and services.
Recommended Textbook
SELL 2 Canadian 2nd Edition by Thomas N. Ingram
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11 Chapters
1323 Verified Questions
1323 Flashcards
Source URL: https://quizplus.com/study-set/1200
Page 2
Chapter 1: Overview of Personal Selling
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111 Verified Questions
111 Flashcards
Source URL: https://quizplus.com/quiz/23739
Sample Questions
Q1) According to the textbook, which of the following is a potential disadvantage of using the problem-solving selling approach?
A) The approach can often take more time than either sellers or buyers are willing to spend.
B) Buyers tend to become resentful when an outsider recognizes problems that exist within their organization.
C) Problems are considered a negative aspect of business that sellers are advised to avoid whenever possible.
D) The approach requires an experienced salesperson who can handle a high degree of ambiguity.
Answer: A
Q2) Due to high travel and other employment expenses, salespeople are often the first to be let go when a company downsizes in response to tough economic times.
A)True
B)False
Answer: False
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Chapter 2: Building Trust and Sales Ethics
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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/23740
Sample Questions
Q1) As a whole, salespeople face fewer ethical pressures than individuals in other professions.
A)True
B)False
Answer: False
Q2) Sales ethics is closely related to trust.
A)True
B)False
Answer: True
Q3) According to the textbook, in addition to personal ethics, which of the following provides a basis for deciding what is right and wrong in a given situation?
A) laws governing orderly behaviour within society
B) group norms of behaviour
C) cultural values
D) formal codes of conduct
Answer: D
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Page 4
Chapter 3: Understanding Buyers
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/23741
Sample Questions
Q1) With respect to buying teams, what is the term for organizational members who negotiate final terms of the purchase and execute the actual purchase?
A) influencers
B) deciders
C) purchasers
D) gatekeepers
Answer: A
Q2) In order to use the multiattribute model, buyers need to determine the relative importance of each specified characteristic.
A)True
B)False
Answer: True
Q3) Which step in the selling process typically corresponds to creating new value opportunities?
A) initiating customer relationships
B) developing customer relationships
C) enhancing the customer relationship
D) evaluating the customer relationship
Answer: C
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Page 5
Chapter 4: Communication Skills
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148 Verified Questions
148 Flashcards
Source URL: https://quizplus.com/quiz/23742
Sample Questions
Q1) Which type of SPIN question is, "Who are your current suppliers?"
A) situation
B) problem
C) implication
D) need-payoff
Q2) Which type of SPIN question is, "Who is involved in the purchasing decision?"
A) situation
B) problem
C) implication
D) need-payoff
Q3) Which of these questions is reactive?
A) You raise an important point regarding achieving high levels of quality; how have you addressed this issue?
B) Do you know if any of your competitors have switched to a new supplier?
C) How long do you think it will take for you to make a decision?
D) Which do you think will be the most effective choice for your application, option A or B?
Q4) Closed-end questions encourage the customer to respond freely.
A)True
B)False
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/23743
Sample Questions
Q1) For most salespeople, achieving sales growth objectives requires finding a balance between generating additional business from existing customers and finding new customers.
A)True
B)False
Q2) What is the term for organizations or individuals who might possibly purchase the product or service a salesperson offers?
A) strategic potentials
B) sales leads (suspects)
C) sales prospects
D) target markets
Q3) Due to the time involved, the strategic prospecting plan should not be evaluated on any more than an annual basis.
A)True
B)False
Q4) The person who controls the flow of information between the salesperson and the contact is called the gatekeeper.
A)True
B)False
Page 7
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Chapter 6: Planning Sales Dialogues and Presentations
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101 Verified Questions
101 Flashcards
Source URL: https://quizplus.com/quiz/23744
Sample Questions
Q1) Salespeople should propose an agenda for the sales call but be flexible enough to revise it during the sales call to accommodate the needs of the buyer.
A)True
B)False
Q2) What flexible planning tool assists the salesperson in assembling pertinent information to be covered with the prospect?
A) a sales dialogue template
B) an organized presentation outline
C) a canned presentation script
D) a written proposal checklist
Q3) Salespeople modify organized presentations based on the needs of the customers.
A)True
B)False
Q4) Most buyers today evaluate written sales proposals on the basis of content and are relatively forgiving when it comes to format such as language usage, grammar, and spelling.
A)True
B)False
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Chapter 7: Sales Dialogue
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23745
Sample Questions
Q1) According to the textbook, what should a salesperson using arrival tactics do when faced with a challenging group sales dialogue?
A) Keeping an audience waiting for a short time helps a salesperson to get off to a good start by showing who is in control of the situation.
B) The salesperson should pay attention to the order of arrival because the most important members of the buying team will usually arrive last.
C) The salesperson should arrive early and greet each member of the buying team as they arrive to signal command of the meeting and make an individual connection with those on the buying team.
D) To avoid needless repetition, the salesperson should wait until all members of the buying team have arrived before greeting and making introductions.
Q2) What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer?
A) situation questions
B) need discovery questions
C) follow-up questions
D) check-backs or response checks
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Chapter 8: Addressing Concerns and Earning Commitment
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105 Verified Questions
105 Flashcards
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Sample Questions
Q1) "Your prices are too high" is probably the most common type of objection heard by salespeople.
A)True
B)False
Q2) In a discussion about sales resistance with his sales manager, Kyle has determined that some of his prospects object because they do not recognize a need. Which strategy should he use to address this problem?
A) continually work to add value by providing useful information
B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
C) show evidence of a need that sparks the prospect's interest
D) make a sales presentation that clearly communicates a better solution to the buyer's problem
Q3) What is the term for favourable statements a buyer makes during a sales presentation that suggest buyer commitment?
A) indirect commitments
B) commitment signals
C) positive selling points
D) deal closers
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Chapter 9: Expanding Customer Relationships
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/23747
Sample Questions
Q1) Using exaggeration to get an order is a generally accepted practice in professional selling.
A)True
B)False
Q2) Anthony is a purchasing agent for a hospital. One day the hospital receives a shipment from a supplier with several items missing. Anthony calls the supplier and talks to a customer service representative, who is very friendly and helpful. Anthony calls the supplier again the next day but talks to a different customer service representative, who is not as friendly and not as helpful. What type of problem does the supplier have involving its customer service?
A) Customer service people are hard to train.
B) The quality of the service provided is inconsistent across customer service agents.
C) The first customer service agent set an unrealistic expectation.
D) The second customer service agent needs more training.
Q3) When resolving complaints, salespeople should focus on what they can do rather than what they cannot do for the customer.
A)True
B)False
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Chapter 10: Adding Value
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124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/23748
Sample Questions
Q1) Common courtesy is important to successful teamwork.
A)True
B)False
Q2) Yves is a salesperson working in an industry where generating high levels of customer satisfaction is necessary to ensure customer retention. Which of the following internal partnerships would Yves be wise to develop?
A) shipping and transportation partnerships
B) customer service partnerships
C) design and manufacturing partnerships
D) administrative support partnerships
Q3) Which common type of sales goal are number of accounts lost, complaints received, and lost account ratios examples of?
A) market share
B) ancillary activity
C) conversion
D) customer retention
Q4) The first stage of self-leadership is territory analysis.
A)True
B)False
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Chapter 11: Sales Management and Sales 20
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175 Verified Questions
175 Flashcards
Source URL: https://quizplus.com/quiz/23749
Sample Questions
Q1) Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to assess sales training needs.
A)True
B)False
Q2) Bill evaluates his salespeople by working with them to review previous goals, provide feedback, and set new ones. This evaluation method is known as performance management.
A)True
B)False
Q3) The least specialized and most widely used system for dividing responsibility is to organize the salesforce on the basis of type of product sold.
A)True
B)False
Q4) Companies like IBM do not believe in the use of social media for their salespeople.
A)True
B)False
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