Professional Selling Process and Evolution Quiz #1

What is the main focus of the Customer Era (1985-Today) in the evolution of selling?

• Building rapport with customers

• Focusing on the product and how it fits needs

• Making sales more 'pushy'

• Reducing risks of purchase

Why do buyers expect a high level of expertise from salespeople in the modern era?

• Because of the pyramid: Code of Ethics, Scientific Principles, Body of Knowledge, Systematic Procedures, and Common Language

• Because sales are always pushy

• Because products are always expensive

• Because customers do not care about rapport

How did the focus of selling change from the Product Era to the Sales Era?

• It shifted from focusing on the product to focusing on the ability of salespeople and not the product.

• It shifted from focusing on customer rapport to focusing on product features.

• It shifted from wholesale to retail sales.

• It shifted from business-to-business to personal selling.

What does SWOT analysis stand for in marketing?

• Strengths, Weaknesses, Opportunities, Threats

• Sales, Wants, Operations, Targets

• Strategy, Work, Organization, Tactics

• Services, Worth, Options, Trends

Which of the following is NOT one of the 5 P’s of the Market Mix Strategies?

• Product

• Price

• Place/Distribution

• Profit

What is the main difference between a pull strategy and a push strategy in promotion?

• Pull strategy targets wholesalers, while push strategy targets end users

• Pull strategy creates demand for end users, while push strategy creates demand for wholesalers/retailers

• Pull strategy is only used for new products, while push strategy is for old products

• Pull strategy focuses on price, while push strategy focuses on product

Which of the following best defines a product in marketing?

• Only a physical good

• Any tangible good, service, or information that creates value for a customer

• Only a service provided to customers

• Only information shared with customers

What is the primary focus of the marketing environment in market analysis?

• Internal company policies

• External factors that influence the company’s ability to reach customers

• The company’s financial statements

• Employee satisfaction

Which of the following is NOT one of the three steps in the strategy plan for assembling and using resources to reach goals?

• Analyze current needs

• Determine future goals

• Figure out how to use resources to meet them

• Set the quality standard

What does the 80-20 Rule state in the context of business?

• 80% of business comes from 20% of customers

• 80% of customers come from 20% of sales

• 20% of business comes from 80% of customers

• 80% of profit comes from 20% of products