Reference no: EM132286388
1. In sales negotiation, one of the following defines a bargainer’s minimum requirements and determines the negotiating breakpoint.; for example, the minimum price at which a seller is willing to trade.
a. BATNA objectives. b. Prospecting Objectives. c. ‘Must have’ objectives. d. ‘Would like’ objectives. e. Presentation objectives.
2. When a manufacturer directs the promotional mix to channel members in order to gain their cooperation in ordering and stocking the product, this approach is called:
a. Promotion strategy. b. Push strategy. c. Marketing strategy. d. Pull strategy. e. Logistics strategy.
3. One of the following of existing sales force members helps to determine what characteristics differentiate between good and poor performers.
a. Title VI equity review. b. Structured interview. c. Termination. d. Unstructured interview. e. Personal history evaluation.
4. The concept of designing marketing communications programs that coordinate all promotional activities to provide a consistent message across all audiences is referred to as:
a. integrated marketing communications. b. marketing management. c. product/service promotion. d. advertising and sales promotion. e. management by objectives.
5. Which among the following is most flexible in time
a. All are same b. Catalogue c. Direct mail d. Telemarketing e. Mobile marketing
6. The relational development model that plots the typical progression of a buyer–seller relationship based upon the nature of the customer relationship and the level of involvement with customers includes all of the following except
a. Synergistic-KAM. b. Uncoupling-KAM . c. Partnership-KAM. d. Early-KAM. e. Mid-KAM.
7. For sales persons self-management is important because Select one: a. No one can supervise them b. They are best mangers c. They are self-centered d. They work alone e. All the answers are correct
8. Identifying the prospect's role in the buying center would be typically done in one of the following stages of the personal selling process.
a. Preapproach. b. Prospecting. c. Close. d. Approach. e. Presentation.
9. One of the following is NOT part of the sales management process.
a. Formulation of a sales program. b. Securing senior management buy in. c. All of the above are part of the sales management process. d. Evaluation and control of the sales program. e. Implementation of the sales program.
10.The level of e-commerce that engages the user on the internet and has little to do with sales but provides an additional layer of functionality is called
a. Transact. b. Publish. c. Communicate. d. Integrate. e. Interact.
11. Customers focused in key account management include
a. Any normal customers
b. All the answers are correct
c. High potential customers
d. New customers
e. Satisfied customers