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MKT 3427- Midterm Exam Guide - Comprehensive Notes for the exam ( 17 pages long!)


Department
Marketing
Course Code
MKT 3427
Professor
A.Gleiberman
Study Guide
Midterm

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LSU
MKT 3427
MIDTERM EXAM
STUDY GUIDE

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Chapter 2 Evolution of Selling Models That Compliment the Marketing Concept
2.1 True/False Questions
1) Information technology aids salespeople in creating and maintaining relationships with
customers.
Answer: TRUE
Diff: 1 Page Ref: 42
Objective: LO1
2) A company that ignores the marketing concept will not have any negative effects.
Answer: FALSE
Diff: 2 Page Ref: 31
Objective: LO2
3) Value-added selling can be defined as a series of creative improvements within the sales
process that enhance the customer experience.
Answer: TRUE
Diff: 2 Page Ref: 42
Objective: LO2
4) Business firms vary in terms of how strongly they support the marketing concept.
Answer: TRUE
Diff: 1 Page Ref: 31
Objective: LO1
5) E-commerce has contributed to the decline in popularity of transactional selling.
Answer: TRUE
Diff: 2 Page Ref: 33
Objective: LO1
6) When measured by either the number of people employed or expenses as a percentage of
sales, personal selling is often the major promotional method used by American businesses.
Answer: TRUE
Diff: 2 Page Ref: 32
Objective: LO2
7) Consultative-style selling practices have become popular because they can be easily mastered.
Answer: FALSE
Diff: 2 Page Ref: 33
Objective: LO4
8) A "strategy" can be best described as a collection of techniques, practices, or methods you use
when you are face to face with a customer.
Answer: FALSE
Diff: 2 Page Ref: 34
Objective: LO2
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9) Consultative-style selling, which emerged in the late 1960s and early 1970s, is an extension of
the marketing concept.
Answer: TRUE
Diff: 3 Page Ref: 32
Objective: LO3
10) The four major strategies that form the strategic consultative selling model are independent
of one another.
Answer: FALSE
Diff: 3 Page Ref: 38
Objective: LO5
11) Typical salespeople spend about 30 percent of their time in actual face-to-face selling
situations.
Answer: TRUE
Diff: 2 Page Ref: 38
Objective: LO5
12) The presentation strategy includes a reminder that outstanding service should be the
overriding theme of every sales presentation.
Answer: TRUE
Diff: 1 Page Ref: 38
Objective: LO5
13) A major reason for the demise of the product solution is the growing number of look-alike
products.
Answer: TRUE
Diff: 2 Page Ref: 39
Objective: LO6
14) The partnering concept, as an enhancement of personal selling, became very popular in the
1970s.
Answer: FALSE
Diff: 3 Page Ref: 39
Objective: LO6
15) The goal of strategic alliances is to achieve a marketplace advantage by teaming up with
another company whose products fit well with your own.
Answer: TRUE
Diff: 1 Page Ref: 39
Objective: LO6
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