Marketing-Ch 1

With the help of an effective sales force that devises high-quality sales techniques, a sales-oriented firm can successfully convince customers to purchase goods and services that they neither wanted nor needed.

• True

• False

A sales-oriented firm defines its mission in terms of benefits its customers seek, while a market-oriented firm defines its business in terms of goods and services.

• True

• False

The organizations that are frequently noted for delivering superior customer value and providing high levels of customer satisfaction assign employees to teams and teach them team-building skills.

• True

• False

Training plays an important role in customer service and relationship building.

• True

• False

Marketing determines prices and pricing policies that contribute to achieving the fundamental objectives of most businesses.

• True

• False

A sales-oriented firm targets its products at everybody, while a market-oriented organization aims at selling its products to a specific customer group.

• True

• False

A firm that has adopted a societal marketing orientation focuses on ______.

• the internal capabilities of the firm

• aggressive sales techniques

• enhancing individuals’ and society’s long-term best interests

The relationship between benefits and the sacrifice necessary to obtain those benefits is known as __.

• empowerment

• customer value

• teamwork

• customer satisfaction

The authority that employees are given to swiftly solve customers’ problems is referred to as _______.

• empowerment

• teamwork

• customer value

• training

Companies that place customers at the center of their business are those that follow a ______ orientation.

• production

• sales

• market

• societal