Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.
a. Purchase requests
b. Commitment signals
c. Objections
d. Trial commitments
e. All of the above
Question 2The use of a goods classification system can be extremely valuable to business marketers because:
A) a marketing strategy appropriate for one category of goods may be entirely unsuitable for another.
B) a marketing strategy that works for consumer products will often work for products sold in business markets.
C) the physical nature of the industrial good and its intended use by the organizational customer affects the marketing program's requirements.
D) all of the answer choices.
E) both a marketing strategy appropriate for one category of goods may be entirely unsuitable for another and the physical nature of the industrial good and its intended use by the organizational customer affects the marketing program's requirements are true.
Question 3Which of the following are the advantages of the observational approach to collecting primary data?
a. Versatility
b. Objectivity & accuracy
c. Cost
d. Speed
e. All of the above
Question 4Statements from the buyer that indicate his/her interest in making a purchase are called ____.
a. Purchase requests
b. Commitment signals
c. Objections
d. Trial commitments
e. All of the above
Question 5Which of the following would be classified as foundation goods?
A) fixed equipment
B) operating supplies
C) buildings and land rights
D) maintenance and repair services
E) both fixed equipment and buildings and land rights
Question 6Observation involves questioning respondents to get the information you need using a questionnaire.
Indicate whether the statement is true or false
Question 7Which of the following phrases should salespeople involved in relational selling try to remember?
a. Always Be Closing (ABCs of Selling)
b. Never take no for an answer
c. Nobody likes to be sold, but everybody likes to buy
d. Show me an objection and I'll show you an interested buyer
e. All of the above
Question 8If consumers are not price sensitive in purchasing a consumer product such as Smucker's Jams, a 10 increase in the retail price of strawberry jam because of a 10 increase in the cost of strawberries from farmers will not affect quantities demanded for jam. Thus, the derived demand indicates that the demand for strawberries is:
A) elastic
B) inelastic
C) unpredictable
D) unknown
E) none of the answer choices.
Question 9When it comes to measuring demand for products or services, market researchers have learned that they must discount people's stated intentions to purchase a product or service.
Indicate whether the statement is true or false
Question 10Just before moving into the securing commitment and closing stage, a salesperson should ____.
a. review with the customer all of the product's features and benefits
b. summarize the confirmed benefits
c. disclose the price of the product
d. remind the customer of their concerns
e. All of the above are accurate
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