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Question
The step that follows preapproach in the creative selling process is ________.A) presentation
B) qualify
C) handle objections
D) prospect
E) approach
Answer
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Personal selling is crucial in business-to-business marketing, especially when the deal involves intense price negotiations.
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What type of software links information between selling and buying firms?
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According to an axiom in marketing, the more ________ the product, the more heavily firms tend to rely on personal selling to promote it.
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B) advertising
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Why are people reached by direct mail better prospects for a company than those reached by mass media such as television or magazines?
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The "m" in m-commerce stands for ________.
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The National Do Not Call Registry was established by which of the following?
A) the Federal Trade Commission (FTC)
B) the Direct Marketing Association (DMA)
C) the Consumer Review
D) the American Marketing Association (AMA)
E) the Robinson-Patman Act
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Which of the following is NOT a form of direct marketing?
A) mass marketing
B) catalogs
C) direct mail
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A brand community can be created by marketers or can develop on its own among consumers.
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When the Pharmaceutical Manufacturers Association spent eight million dollars creating and placing a print campaign arguing that the most expensive drugs represent just five percent of national health care expenditures, the association was using public relations.
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A) preapproach
B) prospect
C) approach
D) presentation
E) qualify
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B) cold calling
C) networking
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E) qualifying
Q:
Prospect and qualify is the step in the creative selling process in which the salesperson ________.
A) meets the customer for the first time
B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential qualified customers
D) conveys the product's competitive advantages to a potential customer
E) clarifies and overcomes a customer's concerns about buying
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A) intangibility
B) perishability
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Capacity management is one of the ways to meet potential problems related to the ________ characteristic of services.
A) intangibility
B) perishability
C) variability
D) inseparability
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Four characteristics are used to differentiate services from goods. Which of the following is NOT one of those characteristics?
A) intangibility
B) perishability
C) variability
D) personalization
E) inseparability