Marketing Unit 2.00 Test

What is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?

• Asking for referrals

• Calling to make sure the products are satisfactory

• Explaining the company's business plan

• Sending articles about local competitors

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

• Providing ample product information

• Shipping and delivery

• Maintenance and repair

• Technical assistance and support

Joe is a salesperson who will sometimes forego a sale in order to satisfy a customer's needs. Carol always attempts to close a sale at all costs. Who is likely to be the more successful salesperson?

• Joe because he is a nice person

• Carol because Joe is too timid to close a sale

• Joe because he will get more repeat business

• Carol because she will make more sales

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

• Asking for referrals

• Calling to make sure the products are satisfactory

• Explaining the company's business plan

• Sending articles about local competiors

What can salespeople do to maintain good relationships with existing customers?

• Ask for new referrals

• Use customers in advertisements

• Live up to their promises

• Send customers expensive gifts

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

• Increasing product variety

• Promoting competition

• Affecting employment

• Adding utility

Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from:

• Quick profits

• Increased returns

• Added utility

• Repeat business

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 or she sells

What should employees do to maintain a customer-service mindset?

• Listen to the words of soothing songs

• Devote their full attention to customers

• Maximize conversations with coworkers

• Decide how to spend their break time

What should help business people adapt their communication styles to appeal to clients from other cultures?

• Being respectful, indifferent, and honest

• Being confident, biased, and manipulative

• Being sensitive, transparent, and demanding

• Being patient, flexible, and empathetic