28 Jun MKTG425 Week 2 Quiz
Question
Question 1
5 / 5 pts
(TCO 2) The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations, a likely reason the CEO goes on sales calls is to
gather information on customer needs and preferences.
deduct mileage on his vehicle as a way to offset taxes.
undercut the salespeople in underperforming divisions of SwiftLink.
ensure that the salespeople do not give volume discount pricing.
trade information to customers in exchange for information on competitors.
Question 2
5 / 5 pts
(TCO 1) Eric Villa obtained a license to sell real estate and then accepted a sales position with a local Century 21 agency. To prepare for this new position, he purchased and read a research report entitled “Buying Habits of Today’s Home Buyers.” Mr. Villa is most likely attempting to develop a
presentation strategy.
product strategy.
customer strategy.
relationship strategy.
price strategy.
Question 3
5 / 5 pts
(TCO 4) A newly-hired salesperson, Jun-Hee Kim, is taking over the sales territory of Arvin Vasquez, a salesperson for her company who is moving out of the area. Arvin left detailed notes on the clients he’d made contact within the CRM system, so Jun-Hee is reviewing these notes. Jun-Hee reads the following about Bob Costello:
“Bob is super-friendly and outgoing. He loves to deep-sea fish and goes on three trips a year to fish in the Caribbean. His wife is Carol and his kids are Taylor (4th grade) and Jordan (6th grade) (both girls). Bob’s buying focus is durability and price, and he expects a relationship with a trustworthy sales rep. Bob can be impatient and doesn’t like to waste time during meetings. He tends to maintain control and set the agenda.”
Based on this summary, what communications style does Bob Costello most likely have?
Sociable
Directive
Emotive
Supportive
Reflective
Question 4
5 / 5 pts
(TCO 2) The ultimate goal of the marketing concept is
product diversification.
customer satisfaction.
brand loyalty.
rising profit margins.
efficiency of production.
Question 5
15 / 15 pts
(TCO 5) Discuss the advantages of having in-depth knowledge of your product. How does this knowledge improve personal selling? (15 points)
Excellent.
Question 6
15 / 15 pts
(TCO 4) At the beginning of Week 2, we completed an assessment of you primary communication style. What is your primary communication style? Describe the three details you agree with the most. Why do you agree with each one of the three listed? How have you applied, or can you apply, the new insights to improve your communication with others? Be specific and give at least one example. (15 points)
What is your primary communication style?
Describe the three details you agree with the most. Why do you agree with each one of the three listed?
How have you applied, or can you apply, the new insights to improve your communication with others? Be specific and give at least one example.
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