Deck 2: Evolution of Selling Models That Complement the Marketing Concept

Question 1

Matching

-Profitability should be achieved through

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Answer 1

creation of customer value

Question 2

Matching

-Moving from a product orientation to a customer orientation

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Answer 2

marketing concept

Question 3

Matching

-Is the person-to-person form of selling

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Answer 3

personal selling

Question 4

Matching

-An extension of the marketing concept

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 5

Matching

-Is an important part of the product strategy:

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 6

Matching

-Matches the needs of the value-conscious buyer

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 7

Matching

-Assume the role of problem solver or partner

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 8

Matching

-In the information economy the strategic resource is

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 9

Matching

-Today customers seek

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 10

Matching

-A salesperson's commitment to value personal selling

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 11

Matching

-Salesperson making creative improvements to the sales process to enhance customer experience

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 12

Matching

-Making customer satisfaction the focus of the business

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 13

Matching

-Controllable variables through which a firm influences the demand for its products

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 14

Matching

-Developing a strategic, long-term relationship of mutual benefit to the buyer and seller

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management

Question 15

Matching

-Use of sales automation

A) creation of customer value
B) marketing concept
C) personal selling
D) consultative-style selling
E) product positioning
F) transactional selling
G) part of one's personal selling philosophy
H) information
I) a cluster of satisfaction
J) personal selling philosophy
K) value-added selling
L) following the marketing concept
M) marketing mix
N) partnering
O) customer relationship management