Marketing Practice Questions
Course Introduction
Marketing is a dynamic discipline that explores the process of creating, communicating, and delivering value to customers and clients. This course examines the core concepts and strategies of marketing, including market research, consumer behavior, branding, product development, pricing, distribution, and promotion. Through case studies and practical projects, students will gain a comprehensive understanding of how organizations identify and satisfy customer needs in competitive environments, while also considering ethical, social, and digital trends shaping the modern marketing landscape.
Recommended Textbook
ABCs of Relationship Selling through Service 12th Edition by Charles M. Futrell
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14 Chapters
2054 Verified Questions
2054 Flashcards
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Page 2
Chapter 1: The Life, times, and Career of the Professional Salesperson
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144 Verified Questions
144 Flashcards
Source URL: https://quizplus.com/quiz/72286
Sample Questions
Q1) A career in sales management begins with the position of:
A)sales trainee.
B)salesperson.
C)sales representative.
D)key account salesperson.
E)assistant sales representative.
Answer: A
Q2) To be a successful salesperson,a salesperson must love to sell.
A)True
B)False
Answer: True
Q3) According to a Gallup poll,what do people assume is the priority of traditional salespeople?
A)Self-interests
B)Legal duties
C)Recognition
D)Personal pride
E)Customer satisfaction
Answer: A
Page 3
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Chapter 2: Ethics Firstthen Customer Relationships
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142 Verified Questions
142 Flashcards
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Sample Questions
Q1) Which of the following statements about misrepresentation is false?
A)When salespeople loosely describe their goods or services in glowing terms,those statements cannot be relied upon by the potential buyer.
B)Courts tend to favor salespersons in misrepresentation cases when the customer lacks product knowledge.
C)When a salesperson makes claims of a "factual nature" regarding a service's inherent capabilities,the law treats these comments as statements of fact and warranties.
D)A salesperson's opinion of the quality of the product being sold is known as sales puffery and is not legally actionable.
E)To "stay legal" a salesperson needs to understand the difference between general statements of praise and statements of fact.
Answer: B
Q2) Under what condition(s)is it illegal for a manufacturer to offer a reseller an exclusive dealership?
Answer: When the exclusive dealership lessens competition
Q3) What law protects customers from price discrimination?
Answer: The Robinson-Patman Act
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Chapter 3: The Psychology of Selling: Why People Buy
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144 Verified Questions
144 Flashcards
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Sample Questions
Q1) What is the meaning of Elmer Wheeler's statement,"Sell the sizzle,not the steak"?
A)People buy for unknown emotional reasons.
B)Most purchases are made habitually.
C)People buy for economic benefit.
D)Direct marketing is ineffective.
E)Features outweigh advantages.
Answer: A
Q2) LeAnn,a salesperson for a Honda dealer,has spent the last 20 minutes with a customer who came to the showroom.LeAnn listened carefully to the customer and asked questions about the customer's needs and interests.LeAnn has determined that the customer most likely needs a Honda Civic.What should LeAnn do next?
A)Show the customer both a Honda Civic and a Honda Accord
B)Discuss the number of Honda Civics on the road
C)Share the history of Honda Civics
D)Discuss the benefits of the Honda Civic
E)Determine monthly costs for buying a Honda Civic
Answer: D
Q3) What is another term for buyer's remorse?
Answer: Purchase dissonance
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Page 5
Chapter 4: Communication for Relationship Building: Its Not
All Talk
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143 Verified Questions
143 Flashcards
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Sample Questions
Q1) Clearwater Hampers has over 60 models of baskets it uses to create its picnic hampers.In addition,it selects from more than 300 different products for each hamper.Several situational factors determine what style of basket is used and what is placed in the baskets including price,recipients,and whether the basket is a seasonal gift.If Austin were to describe each basket style and each potential product in detail during his sales presentation,he would be guilty of:
A)forgetting the SELL process.
B)breaking the KISS rule.
C)feedback resistance.
D)source manipulation.
E)perceptual excess.
Q2) The source of communication in a sales presentation is the producer/manufacturer. A)True
B)False
Q3) Social space is established in a selling situation when two people shake hands. A)True B)False
Q4) What is the difference between marginal,evaluative,and active listening?
Q5) Define communications in a sales context.
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Chapter 5: Sales Knowledge: Customers, products, technologies
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146 Verified Questions
146 Flashcards
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Sample Questions
Q1) Sales force automation systems are used for managing customer follow-up calls.
A)True
B)False
Q2) Many companies offer customers various types of discounts,which are usually developed at the business unit level by the firm's product managers.
A)True
B)False
Q3) A typical salesperson's product knowledge should primarily include:
A)the product's FAB.
B)the product's SELL sequence.
C)the product's AIDA sequence.
D)who invented the product.
E)how the product is made.
Q4) The Internet is best described as:
A)a global network of computers.
B)a service available only in the U.S.
C)totally different from the phone system.
D)synonymous with the World Wide Web.
E)an extension of a person's personal computer.
Page 7
Q5) Distinguish between consumer sales promotions and trade sales promotions.
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Chapter 6: Prospecting : the Lifeblood of Selling
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150 Verified Questions
150 Flashcards
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Sample Questions
Q1) Terrell,the marketing manager of Tekna Tools,is planning to attend the Anaheim Woodworking Trade Fair.Terrell will have a higher probability of success if he:
A)memorizes his sales pitch.
B)avoids the use of lead cards.
C)sets up in an area with little foot traffic.
D)acts assertively toward approaching passersby.
E)refuses to accept any rejections from leads and prospects.
Q2) Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.
A)True
B)False
Q3) To be effective,the participants in a sales club should sell competing products. A)True B)False
Q4) Most executives are so busy,that they have filtration systems to protect their time.How do professional salespeople successfully navigate their way through such filtration systems?
Q5) Why does the text describe prospecting as the "lifeblood of sales"?
Q6) Which method of prospecting is based on the law of averages?
Page 8
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Chapter 7: Planning the Sales Call Is a Must
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147 Verified Questions
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Sample Questions
Q1) Closing the sale is always the most difficult part of the sales presentation.
A)True
B)False
Q2) Arminda,who sells wicker furniture,invites the owner of Stanley Furniture to watch a demonstration outside.Arminda pours a five-gallon bucket of water on a wicker chair,talks to the storeowner for about 10 minutes,and then sits in the chair to show its water-resistance.Assuming she had the customer's attention and interest as soon as she poured the water on the chair,Arminda was trying to move the prospect into which stage next?
A)Plan
B)Desire
C)Purchase
D)Conviction
E)Development
Q3) List some of the typical strategic goals for a customer.
Q4) What is the preapproach?
Q5) The salesperson prepares to ask the prospect to make a purchase after conviction has been established.
A)True
B)False
Page 9
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Chapter 8: Carefully Select Which Sales Presentation
Method to Use
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148 Verified Questions
148 Flashcards
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Sample Questions
Q1) Which of the following products would most likely require a problem-solution sales presentation?
A)Automobiles
B)Cosmetics
C)Corporate insurance
D)Personal computers
E)Home sound system
Q2) Shawn sells office supplies and paper to large corporations,many of whom are current customers.What sales presentation method should Shawn most likely use?
A)Need-satisfaction
B)Memorized
C)Barrier
D)Persuasive selling
E)Problem-solution
Q3) According to the Golden Rule of Selling,the heart of the sales presentation is the salesperson's approach to the customer or prospect.
A)True
B)False
Q4) List the three stages of the need-satisfaction sales presentation.
Page 10
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Chapter 9: Begin Your Presentation Strategically
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149 Verified Questions
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Sample Questions
Q1) Austin enters the CEO's office and hands the CEO a small tray of cheeses,caviar,and other luxury food items to enjoy later.What type of an approach is Austin using?
A)Premium
B)Curiosity
C)Complementary
D)Referral
E)SPIN
Q2) Which of the following statements is true about a nondirective question?
A)Most nondirective questions are closed ended.
B)A nondirective question usually begins with do or are.
C)Nondirective questions are used to find points of agreement
D)A nondirective question clarifies a prospect's previous statement.
E)One word questions can sometimes be used as nondirective questions.
Q3) The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.
A)True
B)False
Q4) How can a salesperson improve the effectiveness of an introductory approach?
Q5) Why would a salesperson use an opinion approach?
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Chapter 10: Elements of a Great Sales Presentation
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149 Verified Questions
149 Flashcards
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Sample Questions
Q1) A marketing plan explains what the customer will receive in return for buying the product or service.
A)True
B)False
Q2) Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.
Q3) Imagine that you are talking to the owner of a motel chain about buying furniture from your company.His secretary comes in and asks him to sign some papers immediately.He takes about ten minutes to read over the papers before he signs them.What should you as the professional salesperson do?
Q4) A salesperson can improve sales by personalizing relationships with customers.
A)True
B)False
Q5) It is important for the salesperson using familiar terminology and buzzwords to speak in a formal tone to convey its importance.
A)True
B)False
Q6) Describe the three essential steps of sales presentations.
Q7) What is discussed in the marketing plan of a sales presentation?
Page 12
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Chapter 11: Welcome Your Prospects Objections
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Sample Questions
Q1) The CEO says,"I'll give you my decision on your next visit." The CEO is:
A)using a stalling objection.
B)having an obvious source objection.
C)forestalling.
D)countering attempts to use the sequential-yes approach.
E)clearly unable to make a buying decision.
Q2) Which of the following is NOT a psychological objection?
A)Resistance to domination
B)Resistance to spending money
C)Predetermined beliefs
D)Dislikes making a buying decision
E)Prospect having overstock of your products
Q3) Money objections do not include economic excuses.
A)True
B)False
Q4) The salesperson should postpone all the objections to the end of sales presentation to maintain control of the presentation.
A)True
B)False
Q5) How does the text classify major and minor objections?
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Chapter 12: Closing Begins the Relationship
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Sample Questions
Q1) The minor-points close is similar to the balance-sheet close.
A)True
B)False
Q2) You are selling to a self-styled expert who is in a bad mood.According to your text,the _____ close is very effective.
A)summary-of-benefits
B)alternative-choice
C)minor-points
D)compliment
E)standing-room-only
Q3) Jack Gangi sells ad space for companies that wish to advertise on buses.As he is selling ad space to a local art gallery owner,he closes by saying,"Since you know so much more about color and design than I do,I can learn a lot working with you developing this ad." This is an example of a(n)_____ close.
A)summary-of-benefits
B)alternative-choice
C)minor-points
D)compliment
E)standing-room-only
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Page 14
Chapter 13: Service and Follow-Up for Customer Retention
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146 Verified Questions
146 Flashcards
Source URL: https://quizplus.com/quiz/72298
Sample Questions
Q1) Distribution of the number of products in a product line can determine the extent of account penetration.
A)True
B)False
Q2) Explain how customer service increases sales for a salesperson.What are some examples of providing excellent customer service?
Q3) Follow up after the sale if for the purpose of evaluating the effectiveness of the product.
A)True
B)False
Q4) Rick Lee is a milk deliverymen in the U.S.He delivers milk,eggs,cottage cheese and orange juice to 200 regular customers weekly.Imagine that after he made a predawn delivery,a dog spilled the milk and broke the eggs.When the customer calls to complain,Lee should:
A)blame the dog.
B)ignore the complaint.
C)replace the food quickly.
D)call local animal control.
E)refer the customer to another dairy firm.
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Chapter 14: Time, territory, and Self-Management: Keys to Success
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150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/72299
Sample Questions
Q1) Which of the following statements about routing reports is true?
A)A routing report is usually filed monthly and submitted to the manager.
B)Companies usually require route reports even if no overnight travel is involved.
C)Salespeople are seldom asked to specify times and accounts on routing reports.
D)Routing reports allow sales managers to know where salespeople are located.
E)Most companies allow very little latitude for salespeople in routing.
Q2) When a salesperson refers to her key accounts,she is talking about her _____ accounts.
A)newest
B)homogeneous
C)extra-large
D)undifferentiated
E)break-even
Q3) The majority of sales force resources should be invested in key accounts.
A)True
B)False
Q4) Karolyn sells bathroom fixtures.She believes that if she can get a customer she is calling on to go out to lunch with her,she will close the sale.What do you think about Karolyn's assumption?
Page 16
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