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Multiple Choice Quiz
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1
An example of solution selling given in the text is the sales engineer from General Electric who calls on Boeing to sell the GE90 jet engine to be used in the Boeing aircraft.
A)True
B)False
2
Intrinsic rewards are those controlled and given by people other than the salesperson such as managers and customers.
A)True
B)False
3
Context refers to the overall layout, design, and aesthetic appeal of a web site.
A)True
B)False
4
Search-related ads have shown the greatest growth in Internet advertising in the last several years.
A)True
B)False
5
Giving people a reason to come back and become engaged is a strength of telemarketing.
A)True
B)False
6
_____________ is a two-way communication process with the goal of securing, building, and maintaining long-term relationships with profitable customers.
A)Advertising
B)Public relations
C)Trade promotion
D)Personal selling
E)Direct marketing
7
Asking ____________________ is NOT a good way of qualifying a prospect.
A)Can the prospect derive added value from the product in ways that the company can deliver?
B)Does the prospect have a need for the company's products?
C)Does the prospect have the financial ability to make the sale?
D)Will the sale be profitable for the salesperson?
E)Does the prospect have the authority to make the sale?
8
Using independent sales people is an example of sales force _____________.
A)In-sourcing
B)Geographic orientation
C)Workload method
D)Out-sourcing
E)Extrinsic reward
9
One drawback to ___________ is a low response rate of less than 3%.
A)Catalogs
B)Telemarketing
C)Interactive marketing
D)Personal selling
E)Direct mail
10
To measure success for a viral marketing campaign you should _________________.
A)Define success in terms of sales
B)Use other defined metrics
C)Define broad goals
D)Equate hits to sales
E)Measure return visits to a web site







Marshall Essentials 1e OLCOnline Learning Center

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