Marketing 2 Final Exam

What is personal selling?

• Selling through TV commercials

• Non-verbal marketing

• Direct contact between salesperson and customer

• Selling through written brochures

Where does retail selling typically take place?

• Customer’s business

• Over the phone

• Online

• In a store where customers come

Which of the following is an example of telemarketing?

• Selling in a shopping mall

• Selling via cold emails

• Selling over the telephone

• Selling through door-to-door visits

What is the primary goal of selling?

• To sell products at a discount

• To meet sales quotas

• To create profitable relationships and help customers make buying decisions

• To increase product visibility only

What is consultative selling?

• Forcing a sale

• Offering low-priced products

• Solving customer problems by offering product solutions

• Promoting brand awareness

What are customer benefits in feature-benefit selling?

• Physical features of a product

• Satisfaction or advantages a customer gets

• Technical details of the product

• Seller’s profits

What is the pre-approach in selling?

• Making the final sale

• Preparing for customer interaction

• Suggesting additional products

• Handling objections

Which of the following is not a common source of product information?

• Other people

• Direct experience

• Online reviews

• Plant tours

What is prospecting?

• 7. Asking questions to customers

• 7. Finding new potential customers

• 7. Closing a sale

• 7. Demonstrating a product

Which of the following is not a source for prospecting?

• Cold canvassing

• Magazines

• Commercial lists

• Customer referrals