Consultative selling helps customers to attain strategic goals by using products, services, and expertise of the sales person: a. True b. False
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- 1. This refers to measure of how well customer expectation from a purchased product or service have been met. a Consumer goods c. Marketing b.Satisfaction d. Brand equity 2. This is the appreciation in a brand’s value from the point of view of customers. a. Brand equity c.Marketing b.Satisfaction d. Consumer goods 3. These are products whose physical characteristics are so identical, that it would be difficult, it not impossible, to distinguish one purchased from one vendor or another. a. Brand equity c. Marketing b. Consumer goods d. Primary Demand 4. It is a form of communicating or promoting the value of a product, service, or brand to the consumers. a. Durable c.Marketing b. Primary demand d. Consumer goodsSales agents have different selling strategies, depending on the type of relationship the buyer and seller either have or want to move toward. Based on this assertion, can you identify one of the following options that is not a selling strategy? a. Strategic partnering b. Script-based selling c. Consultative selling d. Needs-dissatisfaction sellingDuring the preapproach stage of the selling process, a salesperson should: Question 14 options: a) learn as much as possible about a prospect's organization and its buyers. b) create point-of-purchase displays. c) handle price objections and close the sale. d) provide information about various referrals and discounts available.
- Which one of the following personal selling approaches is designed to support customers reach strategic goals with goods, services, and sales organization expertise? a. Problem solving b. Mental states c. Need satisfaction d. Consultative- your self introduction as the salesperson of Seats Unlimited - your actual selling proposal and strategy (based on multi-attribute model) - your conclusive statement to end your selling proposalProducts and services fall into two broad classifications based on the types of consumers that use them. Which is one of these broad classes? Select one: a. supplies and services b. industrial products c. materials and parts d. specialty products Which of the following functions is NOT performed by channel members? Select one: a. Promotion b. Negotiation c. Matching d. Manufacturing
- Which of the following involves the franchisee using the franchisor's brand name to sell specific products or services through a limited distribution network? Select one: A. Product distribution franchising B. Trade-name franchising C. Pure or business format franchising D. People’s name distribution franchisingHow is the Five-C framework similar to the Five Forces framework originated by Michael Porter? Select one: A. Both are meant to facilitate analysis of the market in which a company operates. B. Both excel at analyzing an offering's ability to create market value. C. Both are concerned with whether the company and its competitors operate within the same industry. D. Neither can accommodate cross-category competition. E. Both focus on customer needs rather than industry boundaries.(14) What needs the least explanation in transaction selling? A. Buyer interest B. Product features C. Customer objections D. Product price
- A. Sellers grant credit to customers: a. During periods of high interest rates to reduce the overall cost of capital (WACC) and to increase return on assets b. When granting credit is a low-cost addition to the value proposition relative to other alternatives c. When the seller does not want new customers d. When the seller wants to increase its marketing costs B. Which from the following list is NOT a primary cost of granting credit to customers: a. The cost of managing credit and credit collections b. Some customers will not pay c. The cost of carrying the receivables d. Advertising costs C. Matching the credit period to the buyer’s cash cycle time makes purchasing from the seller: a. Less attractive for the buyer b. Increases the elasticity of buyer demand c. Does not impact attractiveness for the buyer d. More attractive for the buyerCustomers buy from stores and firms that offer the highest Select one: a. both B and C b. value for the dollar c. customer perceived value d. level of customer satisfactionIn which level of sales maragement position the long term planning and strategy formulation is conducted in the organization? O a. Top level O b. Middle level O. Trainee level O d. Operational level