Business Questions
Explore questions in the Business category that you can ask Spark.E!
4) Modern marketing thought holds that firms should:A) Separate product-orientation from service-orientation.B) Focus on service-orientation at the expense of product-orientation.C) Collaborate with and learn from customers.D) Collaborate with and learn from competitors.
7) For many years, the marketing concept has been recognized as the "right philosophy" because:A) It is well established in marketing literature.B) It recognizes that profits are a result of sales volume.C) It always focuses on the consumer.D) It does not rely on high-pressure selling.
14) Applying marketing research to a specific geographical marketing area is referred to as:A) Geocentric research.B) Market research.C) Area marketing research.D) Geographical zone research.
11) Firms have strategies in many areas other than marketing. Financial strategy, production strategy, and technology strategy, for example, may be key components of a firm's overall strategic plan. Strategy is another name for:A) Marketing.B) Planning.C) Forecasting.D) Tactics.
16) According to the American Marketing Association, which of the following is the primary use of marketing research?A) To identify and define marketing opportunities and problemsB) To solve general, not specific, marketing problemsC) To generate, refine, and evaluate marketing actionsD) To monitor marketing performance
10) When firms make the right decisions, they produce products and services that their target markets perceive as having value. That value translates into:A) Sales, profits, and a positive ROI.B) Product success and profits.C) A profitable bottom-line.D) Global as well as domestic market success.
14. Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America, the compensation of salespeople is typically lower than that of workers in areas like production and personnel who are at a comparable level in the organization.
94. _____ is the most important characteristic needed to be a successful salesperson. A. Caring attitude.B. Believing that your customer is always right.C. Patience.D. Persistence.E. The ability to accept rejection.
98. When Adrian sold a computer network to a Fortune 500 company, he often called on the company's purchasing department to see if employees were satisfied with the network and to see if the company had any need for an upgrade or additional software. This is an example of: A. transformational selling.B. customer maintenance.C. relationship selling.D. transaction selling.E. proactive marketing.
99. The four main elements in the customer relationship process used by salespeople to build long-term relationships are excellent service, a presentation of product benefits, a willingness to constantly analyze customer needs, and: A. optimism.B. the ability to relate benefits to features.C. persistence.D. the ability to accept rejection.E. gaining commitment.
100. The acronym ABCS refers to the: A. four main elements of the customer relationship process.B. four types of nonfinancial rewards salespeople desire.C. steps in the sales process.D. personality characteristics sales managers require to be effective at their jobs.E. four stages in the typical sales career path.
97. Relationship selling: A. creates social responsibility.B. eliminates cognitive dissonance.C. is another term for reciprocal selling arrangements.D. creates customer loyalty.E. only occurs with transaction selling.
84. In large firms like Xerox, 3M, and General Electric, a salesperson's career path usually begins at the level of: A. salesperson.B. sales representative.C. key account salesperson.D. sales trainee.E. assistant sales representative.
95. A salesperson who follows the Golden Rule is a(n) _____ individual whom the customer can trust. A. morally ethical.B. profiteering.C. customer-oriented.D. experienced.E. arbitrary
96. Which is the most difficult trait for a salesperson to develop? A. Kindness.B. Self-control.C. Patience.D. Caring attitude.E. Fairness.
83. 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.
90. According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Which one of the following is NOT one of the questions that you should ask before beginning a career in sales? A. How much freedom do I want in a job?B. Do I have the personality characteristics for the job?C. Am I willing to transfer to another city?D. What are my past accomplishments?E. How much money do I want to earn?
79. Order-takers: A. use creative sales strategies.B. have an infinitely more difficult selling situation than order-getters.C. usually earn much more than order-getters.D. rely on well-executed sales presentations.E. do not have a sales strategy and often do not use sales presentations.
85. Usually, the first sales management position to which a salesperson is promoted is: A. senior salesperson.B. district sales manager.C. key accounts sales manager.D. regional sales manager.E. divisional sales manager.
88. All of the following relate to the nonfinancial rewards that you as a salesperson receive EXCEPT: A. knowing your job.B. intrinsic rewards.C. customer entertainment allowances.D. a feeling of self-worth.E. a reward generated by you, not given by the company.