Font size
WorksheetsSEM 4e Lesson 11.1 Sales Process & Chpt. 12 Marketing Game Plan
Total questions: 22
Worksheet time: 16mins
Arrange the Sales Process in the proper order:
Preapproach, then...
Approach
Demonstration
Answering Questions
Closing the Sale
Follow-Up
At which stage of the sales process might suggestion selling be used?
approach
demonstration
closing the sale
follow-up
Personal selling is appropriate for
expensive items
complex products that need explanation
markets with a few large customers
all of these
Match the following
Contacting potential customers at random without researching the customers' needs first
cold calling
Building a customer base and carefully scheduling time spent with customers
customer management
Information/data gathered on prospective customers who've shown interest in the product and/or meet the definition of the target market
leads
The sales process step in which the salesperson learns about the products/services offered, the target market & the competition
preapproach
Asking customers if they want to purchase related products
suggestion selling
For most purchases, the majority of consumers go through a decision making process that includes all of the following steps except
reach a decision and buy the product
recognize a need for a product
know the competition
evaluate alternative products
Customer management includes
a.) carefully scheduling time spent with customers
b.) developing an effective record-keeping system of customer data
c.) using aggressive tactics to push customers into a decision to buy
both a and b
Prospective customers who have shown interest in the product or service are called
closers
leads
cold calls
repeats
Marketing plans
are a study of the sales process
include an analysis, strategies, and an implementation plan
explore consulting services
focus on the design of new products
To find information about the competition, marketers can
use the internet
attend trade shows
talk with customers
all of these
Tactics are
the study of the sales process
the actions taken to implement a strategy
the study of competitors
strategies for success
Applied research is
gathered from all points of customer contact
conducted to solve a specific problem
a channel management element
none of these
Customer service can be
used to level the playing field between large and small businesses
too expensive to implement
automated to eliminate the need for live representatives
a legal problem
The major components of a marketing plan include
situational analysis
marketing strategies
implementation
all of these
Match the following
A TV series that has a different cast, setting, and story line each season
anthology series
An idea for achieving marketing objectives that can be put into action
marketing strategy
Information gathered about competitors
marketing inelligence
A specific description of the unique qualities of a product's marketing mix
positioning statement
All of the products a company has available for customers
product portfolio
Match the following
Describes the nature of the business and the reason it exists
mission statement
A precisely written document that describes a company's situational analysis, marketing strategies, and implementation plan
marketing plan
Actions taken to implement strategies
tatics
A chart displaying the tasks, responsible parties, and timelines of a plan
project matrix
An examination of a business's strengths, weaknesses, opportunities, and threats
SWOT analysis
Match the following
The process of finding unique, innovative ways to reach an objective
strategic thinking
Competition focused on marketing mix elements other than price
nonprice competition
An in-depth look at the current conditions of the business, the competition, and the target customers
situational analysis
Objectives that are specific, measurable, attainable, relevant, and timely
SMART objectives
Research that focuses on solving a specific problem
applied research
An explanation of research data in a way that makes it meaningful and informative
applied research
executive summary
interpretation
marketing intelligence
A short, concise restatement of the marketing plan
executive summary
mission statement
positioning statement
marketing strategy
The major components of a marketing plan can be divided into
emails, websites, and text messages
introduction, main section, and ending
the situational analysis, marketing strategy, and implementation
advertisements, copy, and photographs
The implementation section of the marketing plan will contain
timelines
assignments of responsibility
tasks to be completed
all of these
A product portfolio is
the research completed on a product
a pricing strategy
all of the products a company has available for customers at any one time
all of these
A competitor who sells the same of a similar product is
not a concern in marketing planning
an indirect competitor
a direct competitor
none of these
