Question 1

Missionary salespeople often take orders from customers directly.

Accepted Answer

Missionary salespeople typically focus on promoting products and building relationships rather than taking orders directly.

Question 2

Direct mail is much more effective in B2B than B2C markets because reaching the appropriate individual inside an organization is easier.

Accepted Answer

Direct mail is much more effective in B2C than B2B markets because reaching the appropriate individual inside an organization is difficult.

Question 3

Facts are important, but customers, whether they are consumers or other businesses, do not buy features.

Accepted Answer

Customers buy benefits and solutions that meet their needs or solve their problems, rather than just the features of a product or service. Therefore, businesses need to focus on communicating how their product or service can provide value to the customer.

Question 4

While it is important to be a good listener, it is more important that salespeople are skillful communicators.

Accepted Answer

Effective communication is an essential selling activity. As the point of contact between customer and company, a salesperson must communicate effectively with both.

Question 5

One of the most critical aspects to the selling process is not what happens before the purchase decision but what happens after, the follow-up.

Accepted Answer

Follow-up is important to build lasting relationships with customers and increase the chances of repeat business and referrals.

Question 6

Objective measures reflect statistics the sales manager gathers from the firm's internal data.

Accepted Answer

Objective measures are based on quantitative data that is gathered from within the company, such as sales figures, customer satisfaction ratings, and market share.

Question 7

The primary advantage of a market organization is that individual salespeople can develop familiarity with the technical attributes, applications, and most effective selling methods associated with a single product.

Accepted Answer

The primary advantage of a market organization is that individual salespeople can develop familiarity with a specific market or customer group, rather than a single product. This allows for a deeper understanding of customer needs and preferences, and can lead to more effective sales strategies.

Question 8

Outbound telemarketing involves calling potential customers at their home or office.

Accepted Answer

Outbound telemarketing is the practice of calling potential customers to sell products or services. This is done by placing calls to individuals at their home or office, as opposed to inbound telemarketing, which involves customers calling a business in response to marketing efforts.

Question 9

Sales people drive interactive marketing, controlling when, where, and how they interact.

Accepted Answer

Interactive marketing is driven by consumer interactions and preferences, not solely controlled by salespeople.

Question 10

A feature is the particular product/service characteristic that helps meet the customer's needs.

Accepted Answer

The answer of A feature is the particular product/service characteristic...

Question 11

A commission is a fixed sum of money paid at regular intervals.

Accepted Answer

A commission is a payment based on a percentage or a rate for a specific sale or transaction, rather than a fixed sum of money paid at regular intervals.

Question 12

Sponsorships allow companies to purchase space on web pages.

Accepted Answer

Sponsorships involve companies paying for advertising space on web pages in order to promote their products or services.

Question 13

Bloggers are a highly reputable source of determining an unbiased value of the product.

Accepted Answer

While some bloggers may provide insightful and unbiased reviews, it's important to remember that many bloggers are compensated by brands or may have personal biases that could impact their review. It's best to consult multiple sources and consider a variety of factors before making a purchasing decision.

Question 14

Viral marketing is considered a traditional advertising tool.

Accepted Answer

Viral marketing is not considered a traditional advertising tool. It relies on word-of-mouth and social media sharing to spread a marketing message quickly and widely.

Question 15

Customers do not appreciate or expect customization of their Web site experience.

Accepted Answer

Many customers today, especially in the e-commerce industry, expect and appreciate customization of their website experience. Personalization can lead to increased customer satisfaction and loyalty.

Question 16

Antivirus software from Norton, McAfee, as well as Windows enables users to block Interstitials.

Accepted Answer

Antivirus software from Norton, McAfee, and Windows all offer features that can help block interstitials, which are pop-up ads that often disrupt the user's browsing experience. This feature helps to enhance the user's online security and privacy.

Question 17

Banner ads are small boxes containing graphics and text and have a hyperlink embedded in them.

Accepted Answer

Banner ads are small boxes containing graphics and text and are designed with an embedded hyperlink or clickable image that leads to a specific landing page or website.

Question 18

Salespeople consistently report that price is the most common customer apprehension.

Accepted Answer

This is a common finding in sales research and surveys. Customers often express concerns about the price of a product or service, and overcoming those concerns is a key challenge for salespeople.

Question 19

Salespeople and the personal selling function are the single most effective approach for establishing and enhancing the personal relationship between company and customer.

Accepted Answer

Salespeople are trained to build relationships with customers and provide personalized solutions, making them the most effective in establishing and enhancing personal relationships between a company and its customers.

Question 20

Most people are comfortable buying products over the phone.

Accepted Answer

There is no clear consensus on whether most people are comfortable buying products over the phone. While some individuals may feel confident making purchases over the phone, others may prefer to buy products in person or online. It ultimately depends on personal preference and comfort level.

Quiz 18: Integrated Marketing Communication: Selling, Direct, and Interactive Marketing