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    Question Text: Integrated Marketing Communications Involves Coordinating Only Paid Personal Communications

    Uploaded by

    shaira alliah de castro
    This document contains 20 multiple choice questions about sales and marketing concepts. Each question is presented individually with the question text and multiple choice answers. The questions cover topics like integrated marketing communications, sales presentations, relationship building, overcoming objections, and more. No answers have been selected for any of the questions yet.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Question Text: Integrated Marketing Communications Involves Coordinating Only Paid Personal Communications

    Uploaded by

    shaira alliah de castro
    760 views18 pages
    This document contains 20 multiple choice questions about sales and marketing concepts. Each question is presented individually with the question text and multiple choice answers. The questions cover topics like integrated marketing communications, sales presentations, relationship building, overcoming objections, and more. No answers have been selected for any of the questions yet.

    Original Description:

    Original Title

    FQ1___FQ2___SALESMANSHIP.docx

    Copyright

    © © All Rights Reserved

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    This document contains 20 multiple choice questions about sales and marketing concepts. Each question is presented individually with the question text and multiple choice answers. The questions cover topics like integrated marketing communications, sales presentations, relationship building, overcoming objections, and more. No answers have been selected for any of the questions yet.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    760 views18 pages

    Question Text: Integrated Marketing Communications Involves Coordinating Only Paid Personal Communications

    Uploaded by

    shaira alliah de castro
    This document contains 20 multiple choice questions about sales and marketing concepts. Each question is presented individually with the question text and multiple choice answers. The questions cover topics like integrated marketing communications, sales presentations, relationship building, overcoming objections, and more. No answers have been selected for any of the questions yet.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 18

    Question 1

    Not yet answered


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    Question text

    Integrated marketing communications involves coordinating only paid


    personal communications.

    Select one:
    True (NS) 1st attempt
    False

    Question 2
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    Question text

    The purpose of presentation is to sell your product to your customer – to help


    him.
    Select one:
    True
    False

    Question 3
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    Question text

    The establishment of long-term customer relationships is realized using the


    same basic approach in all culture.

    Select one:
    True (NS) 1st attempt
    False

    Previous page

    Question 4
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    Question text

    Because opposites attract, salespeople should avoid matching their


    prospects communication style.

    Select one:
    True (NS) 1st attempt
    False

    Question 5
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    Question text

    The principles of selling are useful to all people who work in business or
    nonprofit organizations.
    Select one:
    True (NS)
    False

    Question 6
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    Question text

    Presentation provide knowledge via features, advantages, and benefits of your


    product, marketing plan, and business proposition.
    Select one:
    True
    False

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    Question 7
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    Question text

    Normally, missionary salespeople and local distributor salespeople are


    intensively competitive with each other as each strives to take business away
    from the other.

    Select one:
    True
    False (NS)

    Question 8
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    Question text

    An ineffective approach allows a smooth transition into discussing your


    product’s features, advantages, and benefits.

    Select one:
    True
    False

    Question 9
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    Question text

    Ethical service builds true relationships.


    Select one:
    True
    False

    Question 10
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    Question text

    Verbal communication must take place face-to-face.


    Select one:
    True
    False (NS)

    Question 11
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    Question text

    A firm’s products move from the manufacturer to the final user through a series
    of institutions called a production network.

    Select one:
    True
    False (NS)

    Question 12
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    Question text
    Salespeople play a key on relationship marketing.
    Select one:
    True (NS)
    False

    Question 13
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    Question text

    Salespeople typically spend less than half their time face-to-face selling
    and servicing accounts.

    Select one:
    True
    False (NS)

    Question 14
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    Question text

    The following are components of Sales Presentation Mix except:


    Select one:
    a. Proof
    b. Dramatization
    c. Suggesting
    d. Visual aids
    Question 15
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    Question text

    Auto suggestion is one that suggest prospect to buy your product.

    Select one:
    True
    False

    Question 16
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    Question text

    Simile is an implied comparison that uses a contrasting word or phrase to evoke


    a vivid image.
    Select one:
    True
    False

    Question 17
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    Question text

    The following are examples of visual aids except:


    Select one:
    a. Charts
    b. Photographs
    c. Sales manuals
    d. none of the above

    Question 18
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    Question text

    Analogy compares two different situations which have something in common.


    Select one:
    True
    False

    Question 19
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    Question text
    As a missionary salesperson, Joshua would represent a large ethical
    drug manufacturer and call on physicians to explain the benefits to them of
    prescribing his firm’s product for their patients.

    Select one:
    True
    False

    Question 20
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    Question text

    Which of the following is one of the advantages of having visual aids?


    Select one:
    a. Increase retention
    b. Reinforce the message
    c. Reduce misunderstanding
    d. all of the above
    Question 1
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    Question text

    Type of objections wherein the prospect may not need the product in the time of
    visit of the salesman.

    Select one:
    a. Objection against price
    b. Objection against service
    c. Objection against the salesman
    d. Objection against the product
    Clear my choice

    Question 2
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    Question text

    Good customer discovery always focuses on asking to clarify.


    Select one:
    True 1st attempt 3rd attempt
    False 2nd attempt

    Question 3
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    Question text

    Sell quality and uniqueness if the buyer argues price.

    Select one:
    True
    False

    Question 4
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    Question text

    Good customer discovery always focuses on asking open-ended questions.


    Select one:
    True 1st attempt
    False 2nd attempt 3rd attempt

    Question 5
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    Question text

    In this method, The salesman does not need to answer immediately an excuse
    or an alibi of the prospect.
    Select one:
    a. Pass over
    b. Yet-but technique
    c. Boomerang method
    d. Compensation method
    Clear my choice

    Previous page

    Question 6
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    Question text

    Empathy is a way to connect with your customer on a personal level.


    Select one:
    True 2nd attempt 3rd attempt
    False 1st attempt

    Question 7
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    Question text

    Lack of money is one of the common reasons customers object.


    Select one:
    True 1st attempt 2nd attempt
    False 3rd attempt

    Question 8
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    Question text

    Concern usually involved quality, size, brand appearance, name, style,


    construction, weight, and/or durability.
    Select one:
    True 1st attempt 2nd attempt
    False 3rd attempt

    Question 9
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    Question text

    Customer references are another great tool because those stories often
    represent a challenge, that was overcome with success.
    Select one:
    True 1st attempt 2nd attempt 3rd attempt
    False

    Question 10
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    Question text

    Successful sales presentations have twice as many objections as those


    presentations that are unsuccessful.

    Select one:
    True
    False

    Question 11
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    Question text

    An objection is anything the prospect says or does that presents an obstacle to


    the smooth completion of the sale.

    Select one:
    True
    False
    Question 12
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    Question text

    This method works because of your relationship-driven approach to professional


    selling.

    Select one:
    a. The Boomerang method
    b. Deflection method
    c. Curiosity method

    Question 13
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    Question text

    A salesperson resolved concerns and provides additional information needed by


    a customer when answering questions.
    Select one:
    True 1st attempt 3rd attempt
    False 2nd attempt

    Previous page

    Question 14
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    Question text

    Often prospects just want less data. They have mentally decided they want to
    buy.

    Select one:
    True
    False

    Question 15
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    Question text

    When a customer puts an objection in front of you, you should redirect them.
    Select one:
    True 1st attempt
    False 2nd attempt 3rd attempt

    Question 16
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    Question text
    When prospects are mentally comparing their present product with your
    product, do not make any comparison.

    Select one:
    True
    False

    Question 17
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    Question text

    To keep your customer around for the long haul, they must see logic in your
    product or service.
    Select one:
    True 1st attempt 3rd attempt
    False 2nd attempt

    Question 18
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    Question text

    Best approach is to acknowledge that the prospect is incorrect.

    Select one:
    True
    False
    Question 19
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    Question text

    Objections are a normal part of almost every conversation—not just in sales.

    Select one:
    True
    False

    Question 20
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    Question text

    Managing objections takes time.


    Select one:
    True 1st attempt 2nd attempt 3rd attempt
    False

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