MM51-3.04-3.06 Marketing Study Guide

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

• It should enhance future business opportunities.
• It is planned communication.
• It is personalized communication.
• It takes place to influence purchase decisions.

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

• It should enhance future business opportunities.
• It is personalized communication.
• It is planned communication.
• It takes place to influence purchase decisions.

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

• It should enhance future business opportunities.
• It is planned communication.
• It is personalized communication.
• It takes place to influence purchase decisions.

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.

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.

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?

• Education and training
• Self-motivation
• Self-confidence
• Product knowledge

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. Which characteristic of a successful salesperson does Brittany display?

• Self-motivation
• Self-confidence
• Product knowledge
• Ethics

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?

• Customer knowledge
• Product knowledge
• Persistence and patience
• Personal appearance

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

• Creativity
• Self-motivation
• Persistence and patience
• Ethics

Jael has been told “no” about 10 times today by potential customers. He doesn’t get discouraged or give up, however. He’s determined to keep looking for ways to make sales. Which characteristic of a successful salesperson does Jael display?

• Product knowledge
• Personal appearance
• Ethics
• Persistence and patience