Marketing Principles Exam Practice Tests
Course Introduction
Marketing Principles introduces students to the fundamental concepts and strategies that drive successful marketing in today's dynamic business environment. The course covers key topics such as the marketing mix (product, price, place, promotion), consumer behavior, market segmentation, branding, and the role of digital marketing. Students will explore how organizations identify customer needs, design value propositions, and build strong relationships with target markets. Emphasis is placed on ethical considerations, global perspectives, and the impact of technological advancements on marketing practices. Through case studies and real-world examples, students will develop the analytical and creative skills necessary to craft effective marketing strategies for businesses and non-profit organizations alike.
Recommended Textbook
Selling Building Partnerships 8th Edition by Stephen Castleberry
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17 Chapters
1936 Verified Questions
1936 Flashcards
Source URL: https://quizplus.com/study-set/2467 Page 2
Chapter 1: Selling and Sales-People
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89 Verified Questions
89 Flashcards
Source URL: https://quizplus.com/quiz/49004
Sample Questions
Q1) Selling capital goods to manufacturers is much easier than selling concert tickets for top name musical groups to consumers.
A)True
B)False
Answer: False
Q2) Chapter 1 includes a cartoon showing a salesman selling refrigerators to Eskimos. What does this cartoon convey about selling?
Answer: The cartoon illustrates the common perception of salespeople as fast-talking, non-listening, pushy people who do not care about the needs of their customers and are only interested in making the sale. Selling is a profession but does suffer from an image problem. The cartoon also illustrates transaction rather than relationship selling.
Q3) Stephanie is asked to create a customer relationship management system for your company. What information will she include in the system typically provided by salespeople?
Answer: Salespeople typically provide information about expenses, calls made, future calls scheduled, sales forecasts, competitor activities, and customer complaints to their firm's CRM system.
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3
Chapter 2: Ethical and Legal Issues in Selling
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133 Verified Questions
133 Flashcards
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Sample Questions
Q1) Ed sells holiday decorations used by mall owners. When Ed promises his company will deliver Christmas elves by Thanksgiving, even if he doesn't put the promise in writing, Ed is acting as a(n):
A)agent.
B)merchant.
C)reseller.
D)factor.
E)mediator.
Answer: A
Q2) What is the credulous person standard?
Answer: It is a standard used in Canada that requires that all claims and statements about comparisons with competitive products must be readily understood by a reasonable person. Claims that could be misunderstood can lead to lawsuits.
Q3) Society has determined that some activities are clearly unethical and has decided to use the legal system to prevent people from engaging in these activities.
A)True
B)False
Answer: True
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4
Chapter 3: Buying Behavior and the Buying Process
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117 Verified Questions
117 Flashcards
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Sample Questions
Q1) How are buyers using Internet technology including Facebook, Google Buzz, and Twitter?
Answer: Buyers use the Web as an information source. But they also use it as a place to register their complaints, voice their wants and desires, and talk to each other about which vendors are the best to do business with.
Q2) Automatic replenishment is a form of JIT where the supplier manages ___________ for the customer.
A)demand
B)price
C)inventory
D)accounting
E)all of the above
Answer: C
Q3) At which step in the organizational buying process can a salesperson help the customer and help increase their chances of making a sale?
Answer: At any stage a salesperson can help themselves and their customer.
Q4) What is the first step in the organizational buying process?
Answer: recognizing a need or a problem.
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Chapter 4: Using Communication Principles to Build Relationships
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) People can be said to fall into two categories when it comes to touching--contact and noncontact. Noncontact people tend to view contact people as:
A)cold.
B)intrusive.
C)impersonal.
D)glacial.
E)unfriendly.
Q2) When salespeople communicate in a high-technology environment, they should:
A)never deliver bad news via e-mail.
B)avoid "techno-overkill".
C)make sure the communication is meaningful.
D)customize their messages.
E)do all of the above
Q3) Teresa notices her customer shifting position in his chair. Teresa concludes her customer:
A)is ready to end the interview.
B)wants to place an order.
C)strongly agrees with what she has said.
D)strongly disagrees with what she has said.
E)any of the above
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Chapter 5: Adaptive Selling for Relationship Building
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106 Verified Questions
106 Flashcards
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Sample Questions
Q1) During a break in the monthly sales meeting David, your company's newest salesperson tells his sales manager, "I wish I could figure out my new prospect. He is friendly, seems to agree with everything I say, but he keeps postponing a decision about which company will be his primary supplier. It's driving me nuts!" Based on your knowledge of the social style matrix you can advise David that he is dealing with a(n):
A)driver.
B)expressive.
C)amiable.
D)analytical.
E)avoider.
Q2) Salespeople need product knowledge about competitors' products as well as their own.
A)True
B)False
Q3) Luke attended a course in which he was trained to apply the social style matrix in order to help him make better sales presentations. When he got home from the two-hour course, he tried to apply the techniques he had learned to determine his customers' social styles. How successful do you think he would be? Why?
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Chapter 6: Prospecting
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110 Verified Questions
110 Flashcards
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Sample Questions
Q1) Horizon Gifts provides promotional gift baskets for business-to-business marketers to give during the holidays. Cal is a long-time user of the service provided by Horizon Gifts, and he often suggests possible clients to the service's sales rep. Every time the lead Cal has provided actually makes a purchase, Cal receives a free gift, which might be anything from a can of macadamia nuts to a wool muffler. Cal acts as a _____ for Horizon Gifts.
A)reconnaissance man
B)spotter
C)bounce-back
D)spiff
E)shill
Q2) After a sales letter gains the prospect's attention, the next thing it must do is:
A)explain why the reader should take the desired action
B)create curiosity about the product being sold
C)ask the reader to take a specific action
D)point out a deadline for action
E)tell the reader when to expect the follow-up visit or phone call from the sales rep
Q3) What is the difference between an exclusive sales territory and a house account?
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8
Chapter 7: Planning the Sales Call
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103 Verified Questions
103 Flashcards
Source URL: https://quizplus.com/quiz/48990
Sample Questions
Q1) As a salesperson, you know planning your sales calls offers a number of advantages. All of the following are generally recognized as advantages in planning your sales calls EXCEPT:
A)it increases your confidence
B)it saves time for your buyer
C)it assures you will achieve your call objectives
D)it saves time for you
E)it helps you avoid annoying your prospect
Q2) The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.
A)True
B)False
Q3) Alex has set multiple sales objectives for his next call. As he begins his presentation, Brenda, the prospect, interrupts him and says, "my goal is to avoid damage during shipping." What is Brenda stating and what should Alex do?
Q4) To be useful, a call objective need only be specific.
A)True
B)False
Q5) Why should a salesperson make an appointment whenever possible?
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Chapter 8: Making the Sales Call
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115 Verified Questions
115 Flashcards
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Sample Questions
Q1) Being on time, securing a buyer's interest, and building rapport suggests the salesperson has impression management skills.
A)True
B)False
Q2) "This model 107 electric nail gun will reduce the amount of time a crew spends roofing a 3,000 square foot home by 30 percent lowering your labor costs and allowing bid more competitively for roofing business." This is an example of the _____ opening.
A)compliment
B)curiosity
C)referral
D)introduction
E)benefit
Q3) John introduces himself and quickly mentions the name of a friend of the prospect. John is using the referral opening.
A)True
B)False
Q4) Why do salespeople need to ask both open and closed questions during a sales presentation?
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Page 10
Chapter 9: Strength-Ening the Presentation
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112 Verified Questions
112 Flashcards
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Sample Questions
Q1) After Ingrid used a particular visual in her presentation, she would be smart to remove it from sight unless the prospect asks her not to do so.
A)True
B)False
Q2) Ramiro decides to keep relatively high levels of inventory even though it costs him more. Most likely Ramiro thinks the cost of _______________ are greater than the benefits of increasing his turnover rate.
A)collateral
B)portfolios
C)stockouts
D)revenue enhancements
E)handouts
Q3) On average people immediately forget 50 percent of what they hear. A)True
B)False
Q4) In the opening profile what does Andrew Gaffke stress as critical to capitalizing on a selling opportunity?
Q5) When making a sales presentation, why should a salesperson handle their product carefully?
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Chapter 10: Responding to Objections
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131 Verified Questions
131 Flashcards
Source URL: https://quizplus.com/quiz/49003
Sample Questions
Q1) Which of the following would BEST be classified as an objection to the features of the good or service the salesperson is selling?
A)"Isn't your company new in this field?"
B)"I'm not sure I can trust what you're saying."
C)"We can't make a reasonable profit if we have to pay that much for merchandise."
D)"Sorry, we're all stocked up."
E)"I was looking for a darker shade of green."
Q2) Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is blatantly untrue?
A)direct denial
B)compensation
C)revisit
D)acknowledge
E)postpone
Q3) The acknowledge method of responding to objections should be used if the objection raised is factually false.
A)True
B)False
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12
Chapter 11: Obtaining Commitment
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116 Verified Questions
116 Flashcards
Source URL: https://quizplus.com/quiz/49002
Sample Questions
Q1) In most sales presentations, there is one psychological moment that affords the best opportunity to make a sale. If it is missed, gaining prospect commitment will be difficult, if not impossible.
A)True
B)False
Q2) What is a wiki and how can a company use a wiki to assist salespeople?
Q3) Effective methods of gaining commitment will work even if the buyer does not trust the salesperson, the selling company, and the product.
A)True
B)False
Q4) Is a salesperson's job done when they get customer commitment? What should the salesperson do next?
Q5) Which of the following is a major reason why salespeople fail to obtain commitment?
A)fear of asking
B)fear of exhibiting too much excitement
C)using too much two-way communication
D)listening and not doing
E)all of the above
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Chapter 12: Formal Negotiating
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137 Verified Questions
137 Flashcards
Source URL: https://quizplus.com/quiz/49001
Sample Questions
Q1) Li approaches negotiation as a "kill or be killed" activity. He believes his task is to get as much as possible for his company, and if the other side is satisfied with the outcome, he didn't push hard enough. This style of negotiation is called:
A)touchdown.
B)win-lose.
C)civil war.
D)go for the throat.
E)winner takes all.
Q2) The text says the most important part of negotiation is:
A)the behavior of the individual team members.
B)finding the right place for the negotiation meeting.
C)allotting enough time to wear down the other side.
D)preparation and planning.
E)sticking to the agenda.
Q3) Once set, a negotiation agenda should not be changed during the negotiation session.
A)True
B)False
Q4) What is the best response when the buying team attempts lowballing?
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Chapter 13: Building Partnering Relationships
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/49000
Sample Questions
Q1) Caesar salad dressing made correctly contains raw eggs, but fear of salmonella poisoning forced many restaurants to use an inferior tasting bottled dressing on their Caesar salads. Davidson has developed a process for pasteurizing eggs on a large-scale basis. The pasteurization of eggs is a complicated process that took years to perfect. Because Davidson developed the process and will share it with poultry farmers, the company would be classified as a:
A)competitive partner.
B)marketing niche company.
C)lead user.
D)power marketer.
E)market guru.
Q2) In "In Tough Times, Can We Afford Partnerships" advises salespeople to:
A)go, and stay in front of your customers.
B)be essential.
C)use this time to innovate.
D)resist the urge to sell on price alone.
E)all of the above
Q3) What is the first phase in the development of a partnering relationship between buyer and seller?
Q4) 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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105 Verified Questions
105 Flashcards
Source URL: https://quizplus.com/quiz/48999
Sample Questions
Q1) Assuming the proper expectations were set, customers can be disappointed when the product performs poorly, is used improperly, or the terms of the contract are not met.
A)True
B)False
Q2) One of the things that makes cross-selling easier than getting an initial sale is that trust already exists between the two parties.
A)True
B)False
Q3) Ralph recognizes that most of the people he established a business partnership are no longer in their organizations. He does not know what his customers are planning next or what his competitors are doing. Ralph is most likely in the ____________ stage of business partnerships.
A)synergy
B)dissolution
C)exploration
D)acquiescence
E)commitment
Q4) What is generally meant by the use of the term preferred supplier?
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Page 16
Chapter 15: Managing Your Time and Territory
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131 Verified Questions
131 Flashcards
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Sample Questions
Q1) _____ rate resembles a batting average; it is calculated by taking the number of sales and dividing by the number of calls.
A)transformation
B)consequence
C)activity
D)performance
E)conversion
Q2) Brett has just calculated his number of sales per calls for the last month. What has he calculated?
Q3) Goals relating to outcomes are _____ goals.
A)performance
B)consequence
C)activity
D)transformation
E)conversion
Q4) What is the average percentage of business received from a customer called?
Q5) What does it mean when the sales manager tells you that all of your activity goals are intermediate goals?
Q6) What criteria are used when dividing a territory into zones?
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Chapter 16: Managing Within Your Company
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126 Verified Questions
126 Flashcards
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Sample Questions
Q1) Field support reps:
A)are the same as customer service reps.
B)are in-bound salespeople who handle customer concerns.
C)handle only key accounts.
D)do no telemarketing.
E)are accurately described by none of the above
Q2) Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.
A)True
B)False
Q3) Ed works for Lanier Business Products as a straight commission sales representative. In weeks when his earned commission is less than $600, the company loans him enough money against future commissions to allow him to receive $600. In future weeks, when Ed earns more than $600, the extra is applied to repaying the loan. For Ed a guaranteed $600 is his:
A)transition.
B)indemnity.
C)draw.
D)bonus.
E)assessment.
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Chapter 17: Managing Your Career
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119 Verified Questions
119 Flashcards
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Sample Questions
Q1) The text points out that you cannot sell something that bores you. Which of the following questions is one you should ask yourself to help you avoid a job selling something you'll find boring?
A)Do I prefer to set my own deadlines, or do I need deadlines set by others?
B)Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed?
C)Am I a risk-taker, or do I prefer more secure activities?
D)Do I prefer mechanical and technical topics or am I more disposed to art, fashion, and merchandising?
E)What types of knowledge has college provided me?
Q2) The most frequently contacted references are:
A)church leaders
B)relatives
C)friends
D)former employers
E)co-workers
Q3) What are the causes of role stress?
Q4) When looking for information about a prospective employer what is usually the best source of information?
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