WorksheetsMarketing Semester Review
Total questions: 44
Worksheet time: 22mins
Things that add comfort and pleasure to your life is the definition of...
Needs
Wants
Services
Goods
Things that are required in order to live and provide you with the stable life is the definition of...
Needs
Wants
Services
Goods
Products are…
Utilities
Functions
Wants and needs
Goods and services
Goods are...
Tangible items, things you can touch.
Tangible items, things you can not touch.
Intangible items, things you can touch.
Intangible items, things you can not touch.
Services are...
Tangible items, things you can touch.
Tangible items, things you can not touch.
Intangible items, things you can touch.
Intangible items, things you can not touch.
An exchange takes place …
Every time prospects are found in the marketplace.
Every time referrals are generated in the marketplace.
Every time products are produced in the marketplace.
Every time something is sold in the marketplace.
Marketing helps connect…
Businesses to their products
Businesses to their customers
Businesses to their distributors
Businesses to their salespersons
Foundations of marketing include all of the following except…
Business, management, and entrepreneurship.
Customer advisory boards
Economics and professional development.
Communication and interpersonal skills.
Which utility are you focusing on when determining where would you distribute a product so customers have access to purchasing it?
Place
Time
Possession
Form
Which utility are you focusing on when determining the best time of the day to have a product available for customers to purchase it?
Place
Time
Possession
Form
Which utility are you focusing on when determining which forms of payment a customer may use to pay for a product?
Place
Time
Possession
Form
Which utility are you focusing on when looking at the raw materials that went into producing a product?
Place
Time
Possession
Form
Potential customers sharing common needs and wants with the ability to buy.
Market
Customer Profile
Referrals
Prospect
This provides you with a good picture of your prospective customer.
Market
Customer Profile
Referrals
Prospect
Focusing on needs and wants to make a profit.
Customer service
Sales oriented
Value
Marketing concept
Personal satisfaction gained from use of a good/service.
Customer service
Sales oriented
Value
Marketing concept
A milk producer is interested in this type of income.
Disposable income
Revolving income
Discretionary income
Miscellaneous income
An auto dealer is interested in this type of income.
Disposable income
Revolving income
Discretionary income
Miscellaneous income
Improving the quality of life at home.
Cocooning
Webbing
Stickiness
Underserved markets
Holes in the marketplace is which positioning strategy?
Cocooning
Webbing
Stickiness
Underserved markets
Getting customers to think about a product a certain way.
Competing
Branding
Marketing
Positioning
Advantages or satisfaction received from a good or service.
Product features
Product benefits
Customer satisfaction
Customer warranty
The decision making process used when there has been little or no previous experience with the item.
Limited
Routine
Extensive
Traditional
Matching a product’s characteristics with a purchaser’s requirements.
Retail selling
B2B selling
Non-personal selling
F&B selling
Technique for selling over the phone.
Telemarketing
B2B selling
Non-personal selling
F&B selling
Segmenting the market into interests
Demographics
Geographics
Psychographics
Telegraphics
Segmenting the market by income.
Demographics
Geographics
Psychographics
Telegraphics
Using a single marketing plan to reach all consumers (i.e. gum).
Mass marketing
Global marketing
Relationship
Segmentation marketing
Any form of contact between a salesperson and a customer.
Retail selling
B2B selling
Non-personal selling
F&B selling
Salespeople can make or break a sale during their first few minutes with a customer; therefore, this first initial step of the sales process is critical.
Determining needs
Overcoming objections
Approach
Relationship marketing
A salesperson’s role when determining needs is which of the following:
Observe, listen, question
Observe, listen, quantify
Observe, learn, question
Observe, learn, qualify
During the product presentation stage of the sales process, a salesperson will:
Demonstrate or display
Show and tell
Approach or object
Greet or decline
This method of handling objections is used when the customer’s objection is based on misinformation.
3rd Party
Denial
Demonstration
Boomerang
If a customer’s objection was the result of a previous negative experience with a company, that type of objection is referred to:
Need
Source
Product
Time
The things customers do or say to indicate a readiness to buy.
Buying signals
Trial close
After sale activities
Objection
The process of adding an item to the original purchase.
Closing the sale
After sale activities
Relationship marketing
Suggestion selling
When a salesperson approaches a customer talking about the specific product, they are using this type of approach method.
Greeting
Service
Merchandise
Customer
When a customer has expressed an interest in a product and there is a limited supply of that product, an appropriate closing method to use might be...
Which Close
Service Close
Direct Close
Standing Room Only Close
The strategies a business uses to stay close to its customers (after sale activities) are referred to as ...
Relationship Marketing
Calling Attention to a Special Sales Opportunity
Follow-Up
Scare Tactics
The "TILL" is the...
POS (point of sale ) data entry
Tender
Cash Drawer
Change
The "TENDER" is the...
POS (point of sale) data entry
Money issued to pay for the transaction
Cash drawer
Transaction amount
When a company buy items, they complete a...
Purchase Order
Statement
Invoice
Deposit Slip
When a company receives a purchase order , they need to fill it and bill the company. They do this by completing a(n)...
Purchase Order
Statement
Invoice
Deposit Slip
If a company receives an invoice in the mail accompanied with payment in the amount of that invoice, what statement best supports the next step?
The invoice is a bill and needs to be paid out of the business account.
The payment needs to be deposited into the company account because you sent the original invoice to a customer and you are now getting paid for it.
The invoice is a bill that needs to be paid and the payment is a rebate that you are able to deposit into the company business account.
