Question 1

Successful cataloging requires data mining that allows for targeting of recipients.

Accepted Answer

Successful cataloging primarily requires accurate organization and description of items or information, not necessarily data mining for targeting recipients, which is more relevant to marketing strategies.

Question 2

When qualifying sales prospects,Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst.Using this method of categorization,the appropriate strategy for "A" leads would be:
A)do nothing currently,but monitor the lead for possible future changes.
B)contact the lead using telemarketers.
C)have one of the firm's salespeople make a sales call to them.
D)send the lead marketing materials and encourage them to make inquiries if they are interested.

Accepted Answer

According to the categorization method, A leads are the best leads, which means they have the highest potential for conversion. Therefore, the appropriate strategy for A leads would be to have one of the firm's salespeople make a sales call to them, as this method provides the most personal and persuasive approach to convert the lead into a customer.

Question 3

When qualifying sales prospects,Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst.Using this method of categorization,the appropriate strategy for "B" leads would be:
A)do nothing currently,but monitor the lead for possible future changes.
B)contact the lead using telemarketers.
C)have one of the firm's salespeople make a sales call to them.
D)send the lead marketing materials and encourage them to make inquiries if they are interested.

Accepted Answer

The answer of When qualifying sales prospects,Jason places each lead...

Question 4

Describe response lists and compiled lists in direct mail programs.

Accepted Answer

The answer of Describe response lists and compiled lists in...

Question 5

The first step in the selling process is:
A)generating leads.
B)sales presentation.
C)knowledge acquisition.
D)qualifying prospects.

Accepted Answer

The first step in the selling process is to generate leads, which means identifying potential customers who may be interested in the product or service being offered. Without leads, there are no prospects to qualify, no sales presentation to give, and no knowledge to acquire.

Question 6

In the selling process,which step follows the sales presentation?
A)Handling objections
B)Knowledge acquisition
C)Sales closing
D)Follow-up

Accepted Answer

Handling objections typically follows the sales presentation in the selling process. This is when the salesperson addresses any concerns or questions the potential buyer might have about the product or service.

Question 7

The second step in the selling process,after generating leads,is:
A)handling objections.
B)sales presentation.
C)knowledge acquisition.
D)qualifying prospects.

Accepted Answer

Qualifying prospects is the second step in the selling process after generating leads. This step involves assessing whether the leads have the potential and interest to become customers, focusing efforts on those most likely to make a purchase.

Question 8

The third step in the selling process,after qualifying prospects,is:
A)handling objections.
B)sales presentation.
C)knowledge acquisition.
D)identifying prospects.

Accepted Answer

The answer of The third step in the selling process,after...

Question 9

Outbound direct response telemarketing is most successful when it is tied to a database and either customers or prospects are contacted.

Accepted Answer

Outbound direct response telemarketing is most effective when targeted towards a specific audience, which can be achieved through utilizing a database of customers or prospects. This allows for personalized and relevant communication, increasing the likelihood of a positive outcome.

Question 10

In terms of generating leads for personal selling,the best referrals come from:
A)channel members.
B)vendors.
C)other salespeople.
D)current customers.

Accepted Answer

Current customers are the best source for generating referrals because they have first-hand experience with the product or service, and their positive feedback can encourage others to make a purchase as well. Additionally, they often have a network of contacts who may also be interested in the product or service.

Question 11

Sales leads should be qualified and placed into categories based on:
A)sales potential and probability of acquisition.
B)profit potential and probability of acquisition.
C)sales potential and profit potential.
D)the share of the customer currently held and the potential for increasing the share.

Accepted Answer

Sales leads should be categorized based on their sales potential and the probability of acquisition. This helps sales teams prioritize their efforts and focus on leads that are more likely to convert into sales. Profit potential is important but it should not be the only factor considered when qualifying sales leads. The share of the customer currently held and the potential for increasing the share can be a factor to consider, but it is not as important as the sales potential and probability of acquisition.

Question 12

The fourth step in the selling process,after knowledge acquisition,is:
A)handling objections.
B)sales presentation.
C)follow-up.
D)qualifying prospects.

Accepted Answer

The fourth step in the selling process is sales presentation, where the salesperson presents their product or service to the prospect in a way that highlights its features and benefits that are relevant to the customer's needs and wants. This step is crucial in convincing the prospect to make a purchase. The other options, such as qualifying prospects, handling objections, and follow-up, come after the sales presentation.

Question 13

Identify the various forms of direct response marketing.

Accepted Answer

The answer of Identify the various forms of direct response...

Question 14

The internet has not been a successful medium for direct response advertising.

Accepted Answer

The internet has been a successful medium for direct response advertising, as it allows for immediate and measurable responses from the target audience.

Question 15

In terms of generating leads for personal selling,the best method is:
A)networking.
B)referrals.
C)database-generated leads.
D)directories.

Accepted Answer

Referrals are the best method of generating leads for personal selling as they come from satisfied customers who have personal experience with the product or service being sold. Referrals also tend to have a higher conversion rate as they already have a level of trust established with the potential buyer. Networking can also be effective but may require more time and effort to build relationships, while database-generated leads and directories may not have the same level of personal connection and trust.

Question 16

Through search engine optimization,brand managers can place direct response ads before consumers who are searching the internet to either purchase a product or to obtain additional information.

Accepted Answer

This statement is true. Search engine optimization can help brand managers target consumers who are actively searching for a product or information related to it, and place direct response ads in front of them.

Question 17

In terms of generating leads for personal selling,the worst method is:
A)networking.
B)directories.
C)database-generated leads.
D)cold calls.

Accepted Answer

Cold calls are generally considered the worst method for generating leads in personal selling because they involve contacting potential customers without any prior relationship or expressed interest, leading to low conversion rates and potential negative perceptions of the brand.

Question 18

Direct sales are not an attractive method for selling products to consumers.

Accepted Answer

Direct sales can be an effective method for selling products to consumers as it allows for a personalized approach and direct communication with the customer. This method is often used in industries such as cosmetics, home goods, and insurance.

Question 19

Catalogs are an essential selling tool for many business-to-business marketing programs.

Accepted Answer

Catalogs are important for many B2B marketing programs as they provide detailed information about products and services, and allow for easy ordering and tracking of purchases.

Question 20

Jennifer is a salesperson and has just finished answering objections of a client.The next step in the selling process is:
A)to make the sales presentation.
B)acquire knowledge of the client.
C)the sales closing.
D)the follow-up.

Accepted Answer

The sales closing is the next step in the selling process after addressing objections. This is where the salesperson asks for the sale and tries to finalize the deal with the client. Choices A and B may have already been done before addressing objections, and the follow-up is typically done after the sale has been made.

Quiz 11: Database and Direct Response Marketing and Personal Selling

Successful cataloging requires data mining that allows for targeting of recipients.

When qualifying sales prospects,Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst.Using this method of categorization,the appropriate strategy for "A" leads would be:

When qualifying sales prospects,Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst.Using this method of categorization,the appropriate strategy for "B" leads would be:

Describe response lists and compiled lists in direct mail programs.

The first step in the selling process is:

In the selling process,which step follows the sales presentation?

The second step in the selling process,after generating leads,is:

The third step in the selling process,after qualifying prospects,is:

Outbound direct response telemarketing is most successful when it is tied to a database and either customers or prospects are contacted.

In terms of generating leads for personal selling,the best referrals come from:

Sales leads should be qualified and placed into categories based on:

The fourth step in the selling process,after knowledge acquisition,is:

Identify the various forms of direct response marketing.

The internet has not been a successful medium for direct response advertising.

In terms of generating leads for personal selling,the best method is:

Through search engine optimization,brand managers can place direct response ads before consumers who are searching the internet to either purchase a product or to obtain additional information.

In terms of generating leads for personal selling,the worst method is:

Direct sales are not an attractive method for selling products to consumers.

Catalogs are an essential selling tool for many business-to-business marketing programs.

Jennifer is a salesperson and has just finished answering objections of a client.The next step in the selling process is: