MKTG 420 Week 2 Quiz

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MKTG 420 Week 2 Quiz

1. Question : (TCO 1) Which of the following are considered to represent some key customer changes occurring today?

Student Answer: A desire to purchase from fewer suppliers

Rising service expectations

Increasing negotiating power

Both a and c

All of the above

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Question 2. Question : (TCO 1) The integration of communications technology in sales, is more commonly known as which of the following?

Student Answer: Integrated marketing communications

Salesforce automation

Intranet communication

Extranet communication

None of the above


Question 3. Question : (TCO 1) Having a good understanding of the industry and the strengths and weaknesses of the organization, are aspects of which of the following competencies?

Student Answer: Team building


Strategic action


Both a and c


Question 4. Question : (TCO 2) The most effective way to close a sale and to get the customer’s signature on the order form is generally through which of the following?

Student Answer: Advertising

Personal selling

Public relations

Sales promotion

Both a and b


Question 5. Question : (TCO 2) Personal selling has many advantages over the other promotional tools. For instance, personal selling is which of the following?

Student Answer: Is perceived by the customer as offering less biased product information
Is far less expensive than the other promotion tools

Is able to adapt the communications message to the needs of the individual customer
Is involving highly effective one-way communication

All of the above


Question 6. Question : (TCO 2) The most important part of the salesperson’s job is which of the following?

Student Answer: Tracking accounts receivable

The selling process

Training new salespeople

Being involved in the community

Attending training sessions


Question 7. Question : (TCO 3) A key aspect of managing time effectively is which of the following?

Student Answer: To increase effort in daily activities

To switch often between several tasks

Not to limit what you can accomplish (“never say no”)

To recognize and control time-wasters

All of the above


Question 8. Question : (TCO 3) Developing a plan for how you want your customers to perceive your product is referred to as which of the following?

Student Answer: Customer relationship management

A go-to-market strategy


A customer strategy

A segmentation strategy


Question 9. Question : (TCO 3) Which of the following are examples of commonly used organizational goals?

Student Answer: Dollar revenue

Social responsibility

Dollar profits

Both a and c

All of the above


Question 10. Question : (TCO 3) When the Scott Paper Company switched its focus to improving its profitability, which of the following were logical salesforce consequences?

Student Answer: Sales training has to be altered

Sales compensation should be changed

Sales territories need to be redesigned

Only a and b

All of the above


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