MARKETING MANAGEMENT

Which of the following best defines selling?

• A) The process of exchanging goods for goods

• B) Persuading someone to accept a viewpoint

• C) The process of identifying customer needs and providing          a solution that leads to a purchase 

• D) The act of advertising products to potential buyers

 Which is the first step in the selling process?

•  A) Prospecting

• B) Presentation

• C) Closing 

•  D) Follow-up 

   Which of the following is NOT typically used to motivate a sales force?

• A) Commissions and bonuses

• B) Recognition programs

• C) Micromanagement 

•    D) Training and development opportunities     

According to Herzberg’s Two-Factor Theory, which

   of the following is considered a hygiene factor?

• A) Achievement 

• B) Recognition

• C) Working conditions

• D) Personal growth 

At the top of Maslow's Hierarchy of Needs   is

• A) Safety

• B) Esteem

• C) Self-actualization

• D) Financial success