Mkt 440 Final

Front 1

Closing techniques are especially handy in

Back 1

door-to-door sales of low priced products

Front 2

the seller who quotes a _____ price agrees to load the goods on a truck, freight car, or other means of transportation

Back 2

free on board (fob)

Front 3

the seller assumes its easier to get the prospect to decide on a very trivial point than on the whole proposition: what color do you like: blue or red?

Back 3

minor-point close

Front 4

throughout the presentation the seller constantly asks questions for which the prospect most logically would answer yes.

Back 4

continuous yes close

Front 5

the seller, without asking for the order, simply begins to write it up.

Back 5

assumptive close

Front 6

first the seller attempts to obtain committment by another method. If unsuccessful he throws in an extra benefit

Back 6

benefit in reverse close

Front 7

the seller appeals to the buyers emotions to get the sale.

"i desperately need to make this sale"

Back 7

emotional close

Front 8

Virginia just saw carl, with whom she attended high school 15 years ago, driving near him she honked her horn and waved to say hello. carl who does not recognize her and thinks she's giving him a hard time. obviously there is a problem in the way carl is ___the message

Back 8

decoding.

Front 9

customers can listen to words at a rate more than five times as fast as the rate at which the salesperson can speak

Back 9

speaking listening differential

Front 10

when adjusting sales presentations for international audiences, salespeople should recognize that in low context cultures____

Back 10

words carry most of the information in communication

Front 11

you are a salesperson making your first call on a buyer at a new business you hope willbecome one of your firm's clients. In what zone should you expect the buyer to offer you a seat when you go into the buyer's office?

Back 11

social

Front 12

during which stage in the evolution of personal selling was the role of the sales person to serve as provider

Back 12

production

Front 13

the only stage of the relationship development process that may not occur in every relationship is the ___ phase

Back 13

dissolution

Front 14

with ___ the emphasis is on helping the buyer realize the synergy of carrying all of the glues and cements made by the 3M Company

Back 14

full-line selling

Front 15

___occurs when the claycradt salesperson attempts to sell fiber glass planters to a buyer of bird baths

Back 15

cross-selling

Front 16

ryan wants to make his quota. It is the last day of the month and he has only two sales calls scheduled. Ryan should attempt to ____ but not ___ his customers.

Back 16

persuade but not manipulate

Front 17

a ____ warranty is an oral or written statement by the seller

Back 17

expressed warranty

Front 18

a ____ warranty is not actually stated but is still an obligation defined by law

Back 18

implied warranty

Front 19

special relationship in which two companies agree to buy products from each other.

Back 19

reciprocity

Front 20

a buyer is required to purchase one product in order to get another product

Back 20

tying agreement

Front 21

an agreement between competitors before customers are contacted

Back 21

conspiracy

Front 22

refers to competitors working together while the customer is making a purchase decision

Back 22

collusion

Front 23

When PC, a fascimile machine manufacturer purchases ceramic printing heads from Kyocera to install in its fax machines, it is acting as an:

Back 23

original equipment manufacturer

Front 24

sales people need to understand that purchases made by their customer's customers exemplify:

Back 24

derived demand

Front 25

usually the best place to hold negotiations is:

Back 25

a neutral site

Front 26

when and where negotiations take place is important. Experienced negotiators usually prefer to begin negotiations:

Back 26

on a morning in the middle of the work week

Front 27

what a negotiation team hopes to accomplish in a given negotiation session is the team's:

Back 27

target position

Front 28

a negotiation team's initial poistion in a given negotiation session is the team's:

Back 28

opening position

Front 29

don't make ultimate purchase decision, however they often have considerable influence in the early and late steps of the buying process

Back 29

users

Front 30

the person who starts the buying process

Back 30

initiator

Front 31

people inside or outside the organization who directly or indirectly provide information during the buying process

Back 31

influencers

Front 32

make the final decision in the buying process

Back 32

deciders

Front 33

the view that no culture's ethics are superior

Back 33

cultural relativism

Front 34

the view tha ethical standards in one's home country should be applied to ones behavior across the world

Back 34

ethical imperialism