MM51-3.04-3.06 Marketing Study Guide

Front

Juanita has spent a great deal of time practicing and perfecting her sales presentation. What aspect of selling does this illustrate?

Back

It is planned communication.

Front

Michael is interacting with a customer over the phone. What aspect of selling does this illustrate?

Back

It is personalized communication.

Front

Miko is a successful salesperson who has gained many repeat customers for her business. What aspect of selling does this illustrate?

Back

It should enhance future business opportunities.

Front

Which of the following is an example of a product’s being sold directly to the user for ultimate consumption: A person sells bouquets of roses on the side of the road., A perfume maker sells perfume to a boutique to sell to its customers., A grocer sells powdered sugar to a bakery for its doughnuts., A car dealership sells a van to a plumber for visiting customers’ homes.

Back

A person sells bouquets of roses on the side of the road.

Front

Which of the following is an example of a product’s being sold to an organization for resale: A retailer sells a small refrigerator to a coffee shop., A farmer sells produce to a restaurant., A potter sells pottery at a flea market., A wholesaler sells candy to a concession stand.

Back

A wholesaler sells candy to a concession stand.

Front

Christian doesn’t receive a lot of close supervision for his sales work, but he manages his time well and stays on task. Which characteristic of a successful salesperson does Christian display?

Back

Self-motivation

Front

Which characteristic of a successful salesperson does Brittany display? Brittany knows her products inside and out. She knows all their features and is able to explain them in terms of benefits for specific customers.

Back

Product knowledge

Front

Matt takes the time to research his client before he makes a sales presentation. That way, he can tailor the presentation to the specific client. Which characteristic of a successful salesperson does Matt display?

Back

Customer knowledge

Front

Arundhati is always completely upfront and honest with her customers about product information. Which characteristic of a successful salesperson does Arundhati display?

Back

Ethics

Front

Which characteristic of a successful salesperson does Jael display after being told "no" about 10 times today by potential customers?

Back

Persistence and patience