Chapter 4 quiz marketing applications

When can a salesperson be sure that a prospect is no longer a prospect?

• When the business closes its doors permanently

• When the business is dissatisfied with your company

• When the business tells you that a competitor's price is better

• When the business says it doesn't plan to purchase your product

Salespeople who use prospecting can save sales time, increase efficiency, and enhance income by __________ their list of prospects.

• narrowing

• increasing

• eliminating

• maintaining

Determining whether a person or organization needs your product and has the ability to pay are factors to consider when

• qualifying leads.

• constructing lead lists.

• checking sources.

• selecting prospecting methods.

What method of prospecting involves asking every prospect to whom you make a presentation to give you the names of others who might be interested in your products?

• Endless chain

• Personal observation

• Cold calls

• Center of influence

The method of prospecting that can take the form of a personal introduction, a letter or email, or a phone call is a(n)

• referral.

• center of influence.

• cold call.

• endless chain.

Salespeople can often identify prospects from the inquiries made by potential customers who

• visit trade-show exhibits.

• are members of marketing clubs.

• buy from competitors.

• register with list brokers.

Which of the following buying decisions is most affected by the availability of customer service:

• Product

• Time

• Price

• Need

When customers make purchases, they are actually buying the __________ that products offer.

• prestige

• services

• benefits

• features

Which of the following is a true statement:

• Customers can be driven by multiple buying motives.

• Customers’ needs are impossible to fulfill.

• Salespeople must correct customer buying motives.

• Salespeople should drive buying decisions.

Which of the following has the greatest influence on a customer’s buying decision:

• Emotional buying motive

• Rational buying motive

• Dominant buying motive

• Patronage buying motive