Marketing Unit 2.01 and 2.03 review

What can salespeople do to maintain good relationships with existing customers

• Ask for new referrals 
• Use customers in ads
• Live up to their promises
• Send customers expensive gifts

Which type of information concerning policies and procedures do employees often extract from an internal business report?

• Customer profiles
• New personnel regulations
• Industry research data
• Former local competitors

Joe is a salesperson who will sometimes forgo a sale in order to satisfy a customers needs. Carol always attempts to close a sale at all cost. Who is most likely to be the more successful sales person?

• Joe because he is a nice person
• Carol because joe is to timid to close a sale
• Joe because he will get more repeat business 
• Carol because she will make more sales 

Which is a pre-sale opportunity for salespeople to provide customer service?

• Providing ample product info 
• Shipping and delivering 
• Maintenance and repair 
• Technical assistance and support

George sold sandy a new living room set. Which action should George do as an effective follow up to provide good service and develop a strong relationship with her?

• Ask for referrals 
• Call to make to sure the product(s) are satisfactory
• Explain the company's business plan
• Send articles about local competitors 

Through sales, products are transferred to customers who can then use them. This is an example of which role of selling?

• Increasing product variety 
• Promoting competition 
• Affecting employment 
• Adding utility 

What does a salesperson need to do to be successful in selling?

• Always attempt to sell related merchandise 
• Ask management to limit the number of brands 
• Describe the disadvantages of competing brands
• Learn the features unique to the brands he/she sells

Which is an appropriate characteristic for a firms selling policies?

• Open to interpretation
• Based on the salespersons status 
• Enforced with reasonable firmness
• Not subject to change

Which is an internal factor that might have an effect on a business's selling policies?

• Customers request
• Actions of competitors 
• Financial resources
• Government legislation

Why would a business develop policies to limit the amount of money that salespeople send spend taking customers to lunch or dinner?

• To improve advertising
• To expand entertainment
• To increase salaries
• To control expenses