Marketing and Sales Exam Review
Course Introduction
This course introduces students to the fundamental principles and practices of marketing and sales in both traditional and digital contexts. Topics covered include market research, consumer behavior, branding, product development, pricing strategies, promotional tactics, sales techniques, and relationship management. Through case studies and practical exercises, students learn how to develop marketing plans, identify target audiences, create effective sales pitches, and measure the effectiveness of marketing and sales efforts, preparing them for real-world business environments.
Recommended Textbook
SELL 3rd Edition by Thomas N. Ingram
Available Study Resources on Quizplus
11 Chapters
1529 Verified Questions
1529 Flashcards
Source URL: https://quizplus.com/study-set/1199
2
Chapter 1: Overview of Personal Selling
Available Study Resources on Quizplus for this Chatper
127 Verified Questions
127 Flashcards
Source URL: https://quizplus.com/quiz/23728
Sample Questions
Q1) Which of the five views of personal selling is considered to be the simplest?
A) Stimulus-response
B) Need-satisfaction
C) Contingency-selling
D) Mental-states
E) Problem-solution
Answer: A
Q2) In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.
Answer: Sales Call
Q3) If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.
A)True
B)False
Answer: True
Q4) An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.
Answer: Need Satisfaction
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Building Trust and Sales Ethics
Available Study Resources on Quizplus for this Chatper
109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23729
Sample Questions
Q1) The salesperson's fairness and straightforwardness of conduct refers to the salespersons degree of _____________.
Answer: Honesty
Q2) Closely tried to predictability is the characteristic of ____________________, one of the components of trust.
Answer: Dependability
Q3) When deciding what is ethical and unethical, a salesperson need only look at what is legal and illegal.
A)True
B)False
Answer: False
Q4) Which of the following best completes the sentence "It's difficult to ____ someone if I don't ____ them."?
A) Know, trust
B) Know, like
C) Trust, like
D) Trust, buy from them
E) None of the above
Answer: C
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Understanding Buyers
Available Study Resources on Quizplus for this Chatper
144 Verified Questions
144 Flashcards
Source URL: https://quizplus.com/quiz/23730
Sample Questions
Q1) There is no difference between a Decider and a Purchaser.
A)True
B)False
Answer: False
Q2) Needs that reflect the desire for feelings of assurance and risk reduction are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs
Answer: D
Q3) Needs which represent the need for a specific core task to be performed are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs
Answer: B
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Communication Skills
Available Study Resources on Quizplus for this Chatper
135 Verified Questions
135 Flashcards
Source URL: https://quizplus.com/quiz/23731
Sample Questions
Q1) One of the objectives of strategic question is to _______________ the sale.
Q2) Proper grammar is important to almost any sales presentation, either oral or written. A)True
B)False
Q3) Conveying interest and understanding is the objective of which active listening component?
A) Implying
B) Interpreting
C) Sensing
D) Evaluating
E) Responding
Q4) ___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.
Q5) With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.
Q6) Open-ended questions encourage the customer to respond freely.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
Available Study Resources on Quizplus for this Chatper
123 Verified Questions
123 Flashcards
Source URL: https://quizplus.com/quiz/23732
Sample Questions
Q1) Networking is a relatively ineffective method for generating leads
A)True
B)False
Q2) Megan is a salesperson for an industrial chemical manufacturer. While reviewing her new leads, Megan learned that two of the leads just signed contracts with one of her major competitors. Which of the following best describes why Megan will not consider these two leads qualified prospects?
A) They don't have the financial wherewithal to make a purchase
B) They don't have a need
C) They aren't the decision makers
D) They don't have the authority to make a purchase decision
E) They aren't in her company's target market
Q3) Which of the following is not typically a source of sales leads?
A) Referrals
B) Non-competing salespeople
C) Telephone inquiries
D) Competitor's salespeople
E) Professional organizations
Q4) ______________in any organization screen their bosses' calls and sometimes are curt and even rude.
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Planning Sales Dialogues and Presentations
Available Study Resources on Quizplus for this Chatper
139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23733
Sample Questions
Q1) The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.
Q2) Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the best format for this situation.
A) Directed sales presentation
B) Written sales presentation
C) Organized sales presentation
D) Canned sales presentation
E) Customized sales presentation
Q3) Which of the following types of sales communications formats is most likely to be associated with telemarketing?
A) Directed sales presentation
B) Written sales presentation
C) Organized sales presentation
D) Canned sales presentation
E) Motivational sales presentation
Q4) The T in ADAPT stands for ________________ questions.
8
To view all questions and flashcards with answers, click on the resource link above.
Chapter 7: Sales Dialogue: Creating and Communicating Value
Available Study Resources on Quizplus for this Chatper
133 Verified Questions
133 Flashcards
Source URL: https://quizplus.com/quiz/23734
Sample Questions
Q1) Sales aids can increase a buyer's participation and involvement.
A)True
B)False
Q2) Voice characteristics are relatively unimportant to verbal communication.
A)True
B)False
Q3) When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.
A) Preselling
B) Prospecting
C) Sales presentations
D) Need discovery
E) None of the above is correct.
Q4) A physical characteristic or quality of a product is referred to as a ____.
A) Benefit
B) Confirmed benefit
C) Value proposition
D) Feature
E) None of the above
Q5) An anecdote is a specific type of a/an __________________
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Addressing Concerns and Earning Commitment
Available Study Resources on Quizplus for this Chatper
139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23735
Sample Questions
Q1) "The equipment I have is still good" reflects the expression of a _____________objection.
Q2) Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?
A) The prospect wants to avoid the sales interview
B) Objecting is a matter of custom
C) The prospects fails to recognize the need
D) The prospects lacks information
E) All of the above are common reasons why prospects raise objections.
Q3) A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.
A) Price
B) Time
C) Source
D) Need
E) Product
Q4) ____________ ____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 9: Expanding Customer Relations
Available Study Resources on Quizplus for this Chatper
140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/23736
Sample Questions
Q1) Suppose you're a salesperson for an industrial machine manufacturer. How can you demonstrate to your customers your commitment to building mutually satisfying long-term relationships?
A) When they place an order, be sure to show sincere gratitude and then assure the customer that you'll be back when it's time for them to make another purchase.
B) Avoid calling on the customers unless you have something you think they'd be interested in purchasing.
C) Follow-up with your customers on a regular basis and be especially attentive after they've placed an order.
D) Avoid talking with anybody else in the organization other than the buyer.
E) All the above are correct.
Q2) Whenever possible, the salesperson should avoid letting the customer determine the best option for resolving the complaint.
A)True
B)False
Q3) _____________________ is a plan in which the salesperson identifies his or her business and customers and what the customers want and what is important to them.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 10: Adding Value: Self-Leadership and Teamwork
Available Study Resources on Quizplus for this Chatper
154 Verified Questions
154 Flashcards
Source URL: https://quizplus.com/quiz/23737
Sample Questions
Q1) According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?
A) Establish and implement selling task and activity plans
B) Establish territory routing plans
C) Tap into technology and automation
D) Both a and b are correct
E) None of the above
Q2) Setting objectives is a critical component of self-leadership.
A)True
B)False
Q3) A salesperson wanting a more insightful classification method should use single-factor analysis rather than portfolio analysis.
A)True
B)False
Q4) Common courtesy is important to successful teamwork.
A)True
B)False
Q5) The _______________ routing plan works best when accounts are concentrated in different parts of the territory.
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Sales Management and Sales
Available Study Resources on Quizplus for this Chatper
186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/23738
Sample Questions
Q1) Career fairs are common internal sources of job candidates used to fill open positions.
A)True
B)False
Q2) In order to have effective sales leadership skills, one must be a sales manager.
A)True
B)False
Q3) The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.
Q4) Which of the following is not one of the sales organization "Best Practices" identified in the text?
A) Train and coach the right skill set.
B) Integrate sales with other business functions.
C) Recruit and hire the best sales talent.
D) Keep a focus on profitability.
E) Use information technology effectively to learn about customers.
Q5) A sales analysis is another name for a cost analysis.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 13