Marketing Principles
Exam Questions
Course Introduction
Marketing Principles introduces students to the fundamental concepts, strategies, and practices that drive marketing in today's dynamic business environment. The course covers key topics such as market segmentation, targeting and positioning, consumer behavior, product development, pricing strategies, distribution channels, and promotional tactics. Through real-world examples and case studies, students learn how organizations identify and satisfy customer needs, create value, and build strong brand relationships. Emphasis is placed on developing analytical and creative thinking skills essential for making effective marketing decisions and crafting successful marketing plans.
Recommended Textbook
SELL 3rd Edition by Thomas N. Ingram
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11 Chapters
1529 Verified Questions
1529 Flashcards
Source URL: https://quizplus.com/study-set/1199
Page 2
Chapter 1: Overview of Personal Selling
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127 Verified Questions
127 Flashcards
Source URL: https://quizplus.com/quiz/23728
Sample Questions
Q1) Salespeople are revenue producers for the company.
A)True
B)False
Answer: True
Q2) The primary focus of transaction-focused selling is the __________ and the selling firm.
Answer: Salesperson
Q3) ____________ is the customer's perception of what they get for what they have to give up.
Answer: Customer Value
Q4) Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?
A) Personal selling
B) Mental states selling
C) Trust-Based relationship selling
D) Canned selling
E) None of the above.
Answer: C
Q5) ________________ selling is an extension of needs-satisfaction selling.
Answer: Problem-solving
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Chapter 2: Building Trust and Sales Ethics
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109 Verified Questions
109 Flashcards
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Sample Questions
Q1) A buyer asking/thinking the question "Will you recommend what is best for me (buyer) or what is best for you (salesperson)?" is addressing which component of trust?
A) Competence or expertise
B) Candor
C) Customer orientation
D) Dependability
E) Compatibility
Answer: C
Q2) Suppose you were just hired as a salesperson and are preparing for training. Which of the following is not one of the more common topics covered during initial sales training programs?
A) Recruiting
B) Company history
C) Selling techniques
D) Industry history
E) Enhancing relationships
Answer: A
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Chapter 3: Understanding Buyers
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144 Verified Questions
144 Flashcards
Source URL: https://quizplus.com/quiz/23730
Sample Questions
Q1) Members of the business markets include:
A) Firms, institutions, and governments
B) Firms, consumers, and governments
C) End-users, consumers, and governments
D) Industrial and consumer
E) None of the above
Answer: A
Q2) Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.
A)True
B)False
Answer: True
Q3) A market composed of firms, institutions, and governments that acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.
Answer: Business
Q4) _________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.
Answer: Outsourcing
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Chapter 4: Communication Skills
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135 Verified Questions
135 Flashcards
Source URL: https://quizplus.com/quiz/23731
Sample Questions
Q1) In order to collect important information concerning the needs of the buyer, the salesperson should utilize probing questions.
A)True
B)False
Q2) SIER stands for_______________, interpreting, evaluating and responding.
Q3) ________________ is a form of listening that is associated with events or topics in which it is important to sort through, interpret, understand, and respond to received messages.
Q4) Talking with rather than at the customer is the basis of _______________sales communication.
Q5) Which of the following is not one of voice characteristics described in the text?
A) Pitch
B) Frequency
C) Speaking Rate
D) Intensity
E) Quality
Q6) Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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123 Verified Questions
123 Flashcards
Source URL: https://quizplus.com/quiz/23732
Sample Questions
Q1) Before sending out resumes or attending job interviews, what sort of precall information should you obtain?
A) Name of the contact
B) Title of the contact
C) The contact's address
D) The name of the contact's company
E) You should obtain all of the above
Q2) Why is it important for most salespeople to spend at least some time prospecting?
A) Because finding new customers is easier than keeping existing customers.
B) Because it is likely that they will lose some of their existing customers over time.
C) Because the existing customer base may not be sufficient to generate desired future revenues.
D) All the above are correct.
E) Both b and c are correct.
Q3) A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.
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Page 7
Chapter 6: Planning Sales Dialogues and Presentations
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139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23733
Sample Questions
Q1) The added value or favorable outcome derived from features of the product or service the seller offers is called a ____________.
Q2) With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.
Q3) Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.
A) Features
B) Benefits
C) Rational buying motives
D) Emotional buying motives
E) Both a and c are correct
Q4) When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.
A)True
B)False
Q5) The first A in ADAPT stands for ________________ questions.
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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133 Verified Questions
133 Flashcards
Source URL: https://quizplus.com/quiz/23734
Sample Questions
Q1) When preparing printed materials and visuals, a salesperson should remember
A) Printed materials and visuals should be kept simple
B) To never read the presentation directly from the visual
C) To make sure each visual presents only one idea
D) To check for typographical and spelling errors
E) All of the above
Q2) Which of the following is not one of the keys to effective sales dialogue?
A) Make sure to cover each of the product's features.
B) Encourage buyer feedback.
C) Plan and practice sales dialogue.
D) Focus on creating value for the buyer.
E) None of the above.
Q3) After presenting a feature-benefit sequence, the salesperson should use a ____ type of question.
A) Response-Check
B) Open-ended
C) Discover
D) Need-payoff
E) None of the above
Page 9
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Chapter 8: Addressing Concerns and Earning Commitment
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139 Verified Questions
139 Flashcards
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Sample Questions
Q1) "A maintenance agreement should be included" reflects the expression of a _____________objection.
Q2) "I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.
A)True B)False
Q3) A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the ____________ - __ - ____________ method of handling objections.
Q4) "The equipment I have is still good" reflects the expression of a _____________objection.
Q5) Today's buyers are more likely to be less tolerant of "closing techniques." A)True B)False
Q6) "The price is lower than I thought" is an example of a commitment signal. A)True B)False
Q7) The first step in the LAARC method for handling resistance is to ___________.
Q8) The most common form of buyer resistance is the ___________objection.
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Chapter 9: Expanding Customer Relations
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140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/23736
Sample Questions
Q1) For the relational salesperson, it's safe to say that the real work does not begin until after the order is signed.
A)True
B)False
Q2) ______________refers to proprietary computer networks created by an organization for use by the organization's customers or suppliers and linked to the organization's internal systems, information databases, and intranet.
Q3) Suppose you're a salesperson for a beer and wine distributor. One of your customers has just finished telling you they are unhappy because their last order contained several broken bottles. What should you do after expressing empathy and taking responsibility for the problem?
A) Offer the customer a discount on avoids next order.
B) Reimburse the customer for the broken bottles.
C) Ask the customer what he/she would like you to do.
D) Allow the customer to the vent.
E) Both a and to b
Q4) One of the ways to ensure customer satisfaction is to ___________the customer after the sale.
Q5) CRM is an acronym for _______________
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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154 Verified Questions
154 Flashcards
Source URL: https://quizplus.com/quiz/23737
Sample Questions
Q1) What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?
A) Mainframe
B) Intranet
C) Wide Area Network (WAN)
D) Extranet
E) None of the above
Q2) Kim does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Kim is:
A) still likely to be successful
B) an ineffective self-leader
C) goal-directed
D) an effective self-leader
E) all of the above
Q3) ______________ relationships are relationships salespeople build with customers outside the organization and working environment.
Q4) The _______________ routing plan works best when accounts are located in clusters that are some distance apart.
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Chapter 11: Sales Management and Sales
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/23738
Sample Questions
Q1) ________ analysis examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.
Q2) The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.
Q3) Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.
A)True
B)False
Q4) The first step in the sales training process is to assess ________________________.
Q5) Generally speaking, District Managers would report directly to Field Sales Managers. A)True
B)False
Q6) Developing a method of performance evaluation is time consuming but easy. A)True
B)False
Q7) CRM stands for __________________________________________.
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