mktg 3410

marketing 3410 ch3baby boomers - correct answer born between 1946 and 1964 (ages 71-53) generation x - correct answer born between 1965 and 1976 (ages 52-41) generation y - correct answer born between 1977 and 1994 (ages 41 to 23) culture - correct answer the set of values, ideas, and attitudes that are learned and shared among members of a group gross income - correct answer the amount of money a person makes in a year disposable income - correct answer money consumer has after p...

Marketing 3410 Chapter 1Personal Selling - correct answer an important part of marketing; relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships The interpersonal communications dimension sets personal selling apart from other marketing communications that are directed at mass markets - correct answer What is the difference between personal selling and other marketing communications? high degree of immediate customer...

Marketing 3410 Chapter 2trust - correct answer the extent of the buyer's confidence that he or she can rely on the salesperson's integrity 1. Do you know what you are talking about? (competence, expertise) 2. will you recommend what is best for me? (customer orientation) 3. Are you truthful? (honesty, candor) 4. Can you and your company back up your promises? (dependability) 5. Will you safeguard confidential information that I share with you? (customer orientation, dependability) - cor...

Marketing 3410 Chapter 3consumer market - correct answer a market in which consumers purchase goods and services for their use or consumption business market - correct answer a market composed of firms, institutions, and governments who acquire goods and services to use as inputs into their own manufacturing process, for use in their day-to-day operations, or for resale to their own customers concentrated demand - correct answer small number of large buyers account for most of the purchase...

Marketing 3410 Chapter 6sales call - correct answer an in-person meeting between a salesperson or sales team and one or more buyers to discuss business sales dialogue - correct answer business conversations over time between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships. Should be customer-focused and have a clear purpose sales presentations - correct answer comprehensive communications that convey multiple points designed to ...

Marketing 3410 Chapter 7check-backs or response checks - correct answer seeking feedback from the buyer -employed at two key points: 1. after a specific feature-benefit sequence in order to confirm the benefit and better assess the prospective buyer's level of interest; 2. following the response to an objection in order to evaluate the level to which the salesperson has handled the problem confirmed benefits - correct answer benefits the buyer had indicated are of interest; specific to the ...

Marketing 3410 Chapter 10self-leadership - correct answer the process of guiding oneself to do the right things and do them well -set goals and objectives -analysis of the territory and classification of accounts -strategic plans designed to achieve the objectives -tapping technology and automation to expand resource capabilities -assessment and evalutation - correct answer 5 sequential stages of self leadershp: -realistic, yet challenging -specific and quantifiable -time specific -...

Marketing 3410 Exam #1_____ is about making friends, _____ is about solving your friends' problems - correct answer - Marketing - Sales 5 marketing communications - correct answer - Promotion - Personal selling - Direct marketing - PR & publicity - Advertising _____ is if the consumer comes to your - correct answer Retail _____ is going to the customer and solving their problem - correct answer Sales In interpersonal relationships we want to... - correct answer - Initiate - De...

Marketing 3410 exam 1T/F Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status - correct answer True T/F Todays buyers have an abundance of time and many are keen to see salespeople - correct answer False T/F In order for a lead to be considered a sales prospect, the lead must have a need for the salespersons product - correct answer ...

Marketing 3410/ Exam 2 Which of the following best defines the term sales call? a. It is a form of marketing that involves creating and distributing valuable, relevant, and consistent content to attract and retain buyers. b. It is a statement that highlights the added value or favorable outcome derived from the features of a product or service that a seller offers. c. It is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business. d. It is a postpu...