14 Aug 53.Using the formula of AIDA the salesperson tells the story to the buyer. AIDA

53.Using
the formula of AIDA the
salesperson tells the story to the buyer. AIDA stands for?
a. Attributes,
interest, demands, action
b. Attributes,
interest, desire, decision
c. Attention,
interest, desire, attributes
d. Action,
interest, attention, decision
e. Attention,
interest, desire, action

54. Customers typically pose objections during the presentation or when
asked for the order. ________resistance includes resistance to interference or
a reluctance to give up something.
a. Promoting
b. Branding
c. Logical
d. Psychological
e. Normal

55. Marketing is concerned with exchange activities and the manner in
which the terms of exchange are established. In ________ exchange, the terms
are established by administered programs of pricing and distribution.
a. mutually
accepted
b. traditional
c. established
d. negotiated
e. routinized
56. In a ________ exchange, price
and other terms are set via bargaining behavior.
a. normal
b. common
c. routinized
d. negotiated
e. traditional

57. Today many companies are
not trying to seek an immediate sale, but rather to build a ________
supplier-customer relationship.
a. potential
b. long-term
c. transactional

d. short-term
e. mutually
beneficial

58. When a relationship management program is properly implemented,
the organization will begin to focus as much on managing its customers as on
managing its ________.
a. finances
b. products
c. personnel
d. markets
e. brands

59. Follow-up and ________ are necessary if the salesperson wants to
ensure customer satisfaction and repeat business.
a. maintenance

b. contact
c. servicing

d. follow-through

e. none
of the above

60. Salespeople need to know how to recognize closing signs from the
buyer, including physical actions, statements or comments, and ________.
a. products

b. questions
c. concerns
d. actions
e. statements

True/False

61.Direct marketing is the
use of consumer-direct channels to reach and deliver goods and services to
customers without using marketing intermediaries

62. Direct marketing is one of the fastest
growing avenues for serving customers.

63. The term market demassification refers to the growth and concentration
of large retailers in a market.

64.
Direct-mail marketing involves sending an offer, announcement, reminder, or
other items to a person.

65. One of the shortcomings of direct marketing is that the firm
conducing the marketing cannot easily measure their response to find out which
campaign was most
effective.

66. Direct mail is a popular medium because it permits target market
selectivity.

67. Carpet bombing is a term used to describe the mailing out of one
offer to as many names as possible.

68. One of the criticisms of direct mail is that it
cannot achieve other communication objectives such as producing prospect leads.

69. Direct mail prospects can be identified based on
almost any demographic
or variable available.

70. The better list of names for direct mail marketers includes those
names that include financial information with purchase history.

71. One of the great advantages of direct marketing is the ability to
test, under real marketplace conditions, different elements of an offer
strategy.

72. In catalog marketing, companies may send full-line merchandise catalogs to
consumers and business customers: 609 Level
of difficulty: Easy

73. Telemarketing is the use of
the telephone and call centers to attract prospects, sell to existing
customers, and provide service by taking orders and answering questions.

74. Inbound telemarketing centers receive calls from customers.

75. Outbound telemarketing centers
initiate calls to prospects and customers.

76. One of the four types of
telemarketing is telecoverage.

77. The Internet provides marketers and consumers with opportunities
for much greater interaction and control.

78. Within the exchange process of
the new electronic age, the marketer today controls and defines the rules of
the exchange.

79. One of the challenges in designing a Web site is
to create one that is both attractive on first viewing and interesting enough
for repeat visits.

80. Visitors to a Web site will judge a sites performance on its ease
of use and on the Internet Service Provider.

81. Certain types of content
functions work well to attract customers to a Web site. Among
these are deep information, changing news of interest, and freebies of some
type.

82. A microsite is a limited area
on the Web managed and paid for by an external advertiser/company.
83. Interstitials are
advertisements that pop up between changes on a Web site.

84. One of the newest trends is content-target advertising which links ads to keyword searches by consumers.
85. One of the important guidelines for conducting an e-mail campaign is to give the customer a reason to respond.

86. In direct sales the average sales call ranges from $200 to $300 and
on average it takes five sales calls to obtain an order, making direct sales
calls very expensive for a company.

87. Sales personnel serve as the companys
personnel link to its customers. For that reason, the company
must carefully consider sales force design issues such as objectives, strategy,
size, and compensation.

88. In todays global economy,
many firms need to have their salespeople just sell, sell, and sell to meet
investor and corporate obligations.

89. One of the specific tasks
of the sales person is servicing the account. The definition of servicing
is providing various services to the customersconsulting on problems,
rendering technical assistance, arranging financing and expediting delivery.

90. Selling today often involves working in teams whose team members
may include technical representatives, top management, customer service
representatives, and office staff.

91. Companies today want to
demonstrate that theirfirm has the capabilities to serve
the accounts needs in a superior way. As a result, firms today are emphasizing relationship marketing.

92. Customers typically pose objections to the sales presentations only
during the close.

93. Sales training today tries to transform a sale person from a
passive order taker into an active order getter who engages in customer problem
solving.
94. In a formal sales person evaluation, one of the techniques
available to the sales manager is the comparison
of the sales persons performance to other salespeople in the organization. 53.Using
the formula of AIDA the
salesperson tells the story to the buyer. AIDA stands for?a. Attributes,
interest, demands, action b. Attributes,
interest, desire, decision c. Attention,
interest, desire, attributesd. Action,
interest, attention, decisione. Attention,
interest, desire, action 54. Customers typically pose objections during the presentation or when
asked for the order. ________resistance includes resistance to interference or
a reluctance to give up something. a. Promotingb. Brandingc. Logical d. Psychological e. Normal 55. Marketing is concerned with exchange activities and the manner in
which the terms of exchange are established. In ________ exchange, the terms
are established by administered programs of pricing and distribution. a. mutually
accepted b. traditional c. established d. negotiated e. routinized 56. In a ________ exchange, price
and other terms are set via bargaining behavior. a. normalb. commonc. routinized d. negotiated e. traditional 57. Today many companies are
not trying to seek an immediate sale, but rather to build a ________
supplier-customer relationship. a. potential b. long-term c. transactional
d. short-term e. mutually
beneficial 58. When a relationship management program is properly implemented,
the organization will begin to focus as much on managing its customers as on
managing its ________. a. financesb. products c. personnel d. marketse. brands 59. Follow-up and ________ are necessary if the salesperson wants to
ensure customer satisfaction and repeat business. a. maintenance
b. contactc. servicing
d. follow-through
e. none
of the above 60. Salespeople need to know how to recognize closing signs from the
buyer, including physical actions, statements or comments, and ________. a. products
b. questions c. concernsd. actionse. statements
True/False
61.Direct marketing is the
use of consumer-direct channels to reach and deliver goods and services to
customers without using marketing intermediaries 62. Direct marketing is one of the fastest
growing avenues for serving customers. 63. The term market demassification refers to the growth and concentration
of large retailers in a market. 64.
Direct-mail marketing involves sending an offer, announcement, reminder, or
other items to a person. 65. One of the shortcomings of direct marketing is that the firm
conducing the marketing cannot easily measure their response to find out which
campaign was most
effective. 66. Direct mail is a popular medium because it permits target market
selectivity. 67. Carpet bombing is a term used to describe the mailing out of one
offer to as many names as possible. 68. One of the criticisms of direct mail is that it
cannot achieve other communication objectives such as producing prospect leads.
69. Direct mail prospects can be identified based on
almost any demographic
or variable available. 70. The better list of names for direct mail marketers includes those
names that include financial information with purchase history. 71. One of the great advantages of direct marketing is the ability to
test, under real marketplace conditions, different elements of an offer
strategy. 72. In catalog marketing, companies may send full-line merchandise catalogs to
consumers and business customers: 609 Level
of difficulty: Easy 73. Telemarketing is the use of
the telephone and call centers to attract prospects, sell to existing
customers, and provide service by taking orders and answering questions. 74. Inbound telemarketing centers receive calls from customers. 75. Outbound telemarketing centers
initiate calls to prospects and customers. 76. One of the four types of
telemarketing is telecoverage. 77. The Internet provides marketers and consumers with opportunities
for much greater interaction and control. 78. Within the exchange process of
the new electronic age, the marketer today controls and defines the rules of
the exchange. 79. One of the challenges in designing a Web site is
to create one that is both attractive on first viewing and interesting enough
for repeat visits. 80. Visitors to a Web site will judge a sites performance on its ease
of use and on the Internet Service Provider.
81. Certain types of content
functions work well to attract customers to a Web site. Among
these are deep information, changing news of interest, and freebies of some
type. 82. A microsite is a limited area
on the Web managed and paid for by an external advertiser/company. 83. Interstitials are
advertisements that pop up between changes on a Web site. 84. One of the newest trends is content-target advertising which links ads to keyword searches by consumers. 85. One of the important guidelines for conducting an e-mail campaign is to give the customer a reason to respond. 86. In direct sales the average sales call ranges from $200 to $300 and
on average it takes five sales calls to obtain an order, making direct sales
calls very expensive for a company. 87. Sales personnel serve as the companys
personnel link to its customers. For that reason, the company
must carefully consider sales force design issues such as objectives, strategy,
size, and compensation. 88. In todays global economy,
many firms need to have their salespeople just sell, sell, and sell to meet
investor and corporate obligations. 89. One of the specific tasks
of the sales person is servicing the account. The definition of servicing
is providing various services to the customersconsulting on problems,
rendering technical assistance, arranging financing and expediting delivery. 90. Selling today often involves working in teams whose team members
may include technical representatives, top management, customer service
representatives, and office staff. 91. Companies today want to
demonstrate that theirfirm has the capabilities to serve
the accounts needs in a superior way. As a result, firms today are emphasizing relationship marketing. 92. Customers typically pose objections to the sales presentations only
during the close.93. Sales training today tries to transform a sale person from a
passive order taker into an active order getter who engages in customer problem
solving. 94. In a formal sales person evaluation, one of the techniques
available to the sales manager is the comparison
of the sales persons performance to other salespeople in the organization.

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